Dear Boss: I quit…………… (An imaginary email)

Dear Boss: Believe me, this is tougher for me to write than for you to read. I’m quitting, effective in two weeks. You deserve to hear why because it affects you directly. When I joined this company 10 years ago, we were at the forefront of technology adoption. If it was new and would help…

Nevermind the Elevator Pitch? What’s their Elevator Catch?

A well-honed elevator pitch is important for companies whose value propositions are not immediately apparent. For the Home Depots and McDonalds of the world, we “get” what you do. Their elevator pitches are relatively straightforward.  But for the vast majority of unknown B2B companies slugging it out in the trenches, an effective elevator pitch is…

Does your company actively visualize its value to customers?

I hate numbers. They’re so numbery. That’s why I hated math as a kid. Too many numbers. I did like School House Rock…you know the 3-6-9 song…but that was it. All other numbers, not so much. But numbers do have a purpose. Begrudgingly, I’ll admit as much. I mean, what would baseball be without all…

Reinvigorating a Disengaged Salesforce

As a marketer, I have a theory about why certain sales forces become disengaged: the once critical and all-important “selling process” is really a “buying process.” Yup. As much as sellers want to guide and control the process, it’s really the buyers who are in charge. Research shows that most buyers are already 60-70% through…