Partners in Excellence

JUNE 2, 2023

While we didn’t call it that, one of the biggest challenges the AI company I co founded in 2002 was helping our customers understand prompt engineering. While our software provided our customers massive insight on things they could have never seen before, they struggled with how to apply that insight and make use of it.

Engineering 96

Engineering Face-to-face Hiring Licensing 96

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

SBI Growth

JULY 13, 2013

Dave worked for Paul from 2002-2008. Paul went on to lead worldwide sales at a global software company. For the last 2 years, Dave ignored the larger trends in B2B selling. And that Dave has two choices: Ignore the trend that is sweeping B2B selling. He was Dave’s career mentor. Dave called Paul. He had become irrelevant.

Promotion 310

Promotion Fashion Trends B2B 310

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. My guest today is Tony Zambito.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

InsideSales.com

MAY 6, 2020

In 2002 he became the President of Omniture and built revenue from $3.5m Lindsey Armstrong, Board of Directors at Oracle and Salesforce, is one of the world’s most accomplished B2B revenue leaders. How are you leading your B2B teams? In this article: Meet the Speakers The Current Situation Tips Key Points Be a Community.

Omniture 63

Omniture Lead Rank Lead Scoring Leads 63

Sales Hacker

APRIL 10, 2018

In 2002 the “bubble” burst to wipe out most of the Silicon Valley. How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts.

Strategy 72

Strategy Lead Rank Marketing Segment 72

LeadFuze

JANUARY 1, 2022

Next, I’ll share my tactical approach on how startups and mature software companies can build a go-to-market strategy for their business. SkyStream had to diversify its business when the “bubble” burst in 2002. Elements of a Go To Market Strategy Template for B2B. Segmentation of your B2B customers.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52