Thought Leadership

04

Dec

Michael Dell, the founder of Dell Computers, recently said, ‘Data is the key competitive differentiator in today’s business environment.’  I believe he is right.  Data is the star of the 2015 sales and marketing show; enterprises will generate new business, optimize their current state of data, and close more deals as ...

23

Nov

Here is a valuable blog today from what appears to be a US head of sales in how he views marketing in his business in a tech company contrasting to a non-tech company – it can be inferred from the post ...

15

Nov

  Here is my hour presentation that I reviewed with 30 others at the New Jersey BMA on Marketing Automation. This video slide deck is condensed down to 4 minutes.  Note the emphasis I put on data - data is at the heart of a successful revenue acquisition technology like marketing automation ...

02

Nov

Selling is one of the toughest professions in the B2B world today.  I think non-sales people underestimate how challenging selling really is and can be.   To keep sharp, I recently completed a Dale Carnegie Sales Success course to refresh my ...

26

Oct

The people IN a company are what makes the competitive difference, it is not technology or product.  People come from different situations, different cultures, and different points of view – the more diverse viewpoints, the richer the quality of decision by teams led by people.  I’ve been blessed ...

03

Oct

This past week, I facilitated another round table discussion with twenty business to business digital leaders as part of the Marketing Operations Cross Company Alliance (MOCCA) group.   Companies represented ranged from large companies like CA Technologies, SAP, and MetLife, to smaller companies like Talkpoint (acq. PGi) and XLGroup.  We also ...

02

Jun

This was posted on Oracle's Blog this past week.  Reposting if you missed it. ------------------------------- Today’s post comes courtesy of Jon Russo, founder of B2B Fusion, an agency that focuses exclusively on modernizing old demand generation practices to new to drive more revenue for clients like Thomson Reuters, Level(3) Communications, ...