Speaking about Buyers Journey at NAWBO Silicon Valley

Come join me on November 15th for dinner and a talk at 6pm to the NAWBO Expo about the Buyers Journey. Location is at the Biltmore Hotel & Suites, 2151 Laurelwood Road, Santa Clara, CA 95054. Growth in this economic rebound has a different set of rules: Markets are transparent, buying is social, products and services must be sticky, buyers place more importance on the lifetime experience than on the purchase, and they expect to realize value long before they purchase your solution. To grow in this new economy demands that companies adjust not only how they market and sell but drive faster revenue cycles.  

How to Start Your Own “Arab Spring” ;)

The need for change is in the air; it comes up in every conversation.  Marc Benioff, Salesforce’sChairman and CEO passionately espoused change at Dreamforce.  His call to the world was that companies need to change or be left behind.   He went one step further and gave a dire warning to CEOs – change thyself or fall from grace. His rallying cry was for enterprises to start their own business “Arab Spring”.  

Mi6 and I talk Alignment

In this episode of the the B2B Specialists podcast Chris Herbert of Mi6 interviews me.   Get yourself a cup of coffee, tea or something stronger and enjoy the interview.  

Customer Acquisition is a Myth

The economy is working on rebounding and companies are gearing up.  Pipelines and revenues are heading north and hiring along with it.  But something in this rebound is different. For new sales hires, the expectation is that they join with a solid book of business and a pipeline already in hand; even for companies where the ramp time for sales people to achieve repeatable revenue productivity is six to nine months.  Same goes for marketers. Regardless of the market’s or company’s maturity or readiness the expectation of newly hired marketing leaders is that they produce a significant uptick in pipelines in 60 to 90 days, regardless of the capabilities or competence of marketing or sales. For many new hires, these are unrealistic and unachievable expectations.  Nevertheless, the message is loud and clear – growth comes only from net new customer acquisition.  

The Egoist, Strategist, and Tactician

Sales and marketing leaders come in all types of personalities and leadership styles.  Figuring out what ‘makes them tick’ and how to get them to effectively work together is critical.  The reality is that sales and marketing disciplines are very different –  Sales is focused on the ‘now’, whereas marketing is concerned with shaping the ‘to be’. And the leadership types for each group are equally different.   Archetype is a useful technique to understand and describe different types of personalities based on their behavior.   Understanding someone’s archetype not only helps to explain their perspectives but also their motivations and drivers.   In the conundrum of sales and marketing alignment, understanding the archetype of both leaders is a critical first step in figuring out to get the two leaders to work better together.