by Mary Gospe | Feb 23, 2012 | Marketing
Yesterday’s Sales Ops Forum meeting in Palo Alto, CA, sponsored by KickStart Alliance, featured a panel discussion on how to optimize inside sales (IS). Moderating the panel of three leading Silicon Valley software companies was Anneke Seley, Evangelist and...
by Mike Gospe | Feb 10, 2012 | Marketing
Wondering how to build a marketing persona? The Marketing High Ground series: PERSONAS shows you how with practical templates and examples used in B2B marketing in both paperback and Kindle versions. Over the years, many marketers have told me that they don’t...
by Mike Gospe | Jan 23, 2012 | Marketing
Sunshine is breaking through the recessionary clouds of the past few years. Signs of cautious optimism are sprouting everywhere, giving hope that 2012 will be a pivotal year that will show continued improvement in the global economy. Many companies report a...
by kickstartall | Jan 22, 2012 | Marketing
B2B companies still talk about the “sales cycle,” but that’s internal thinking. It’s about the company, not about the customer. For a long time now, customers have been in charge of the buying process — researching, finding, and comparing...
by Mike Gospe | Sep 29, 2011 | Marketing
Looking for more insights in building personas, positioning statements, and messaging? With the publication of The Marketing High Ground, I was interviewed by the editors of DemandGen Report. Our discussion covered a variety of topics. I’ve captured excerpts of...
by Mary Gospe | Sep 20, 2011 | Marketing
There were several key announcements by Mark Benioff, CEO of Salesforce.com, at this year’s Dreamforce conference in San Francisco. Over 45,000 people attended the event while 35,000 streamed it live. It was the first time I had to wait in line to cross Howard...
