Unleash Your Inner Granny

In 1995, I attended a conference of digital elites in Arizona called Agenda. Technology mavens like Gates, Ellison and McNealy were there, less to sell than to mingle through who was doing what and how they were doing it.  Powerful VCs and Angels who could stroke checks faster than the GSA on a Vegas boondoggle…

Marketing to Personas, Selling to People

As buyers perform more independent research prior to engaging with a B2B sales professional, it stands to reason the marketer’s job continues further into the buying process than before. For this reason, sophisticated marketers get serious about drilling into different personas, displacing generic content with specific, precise content for a particular persona. But they also…