ROI: The Rest of the Story

Numbers don’t sell themselves. While some people think ROI projections and calculations can dazzle a prospective client, it’s really the story around the ROI that incites action. Decision-making is a pretty irrational process when you get right down to it....

Demystifying the Complex Sale

Can’t we all just get along? Sales and Marketing, I mean. The problem is they just don’t understand each other -– and it’s a problem that few companies have truly solved. Sales is a black box to marketers and marketing is a black box to sales people. So how do we get...

Taking a Byline to the Bottom Line

Congratulations, you just got a story written about your company in a prestigious publication. Just don’t assume anyone that matters is actually going to read it. Not in the actual magazine, anyway. While many important people may see it, I never make this...