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Security: Growth Opportunity or Inhibitor?
It seems that a day doesn’t go by without reference in the business, professional or personal world on the impact of security. As a consultant in the business of “inspiring companies to be customer-focused”, security can impact your business in many shapes and...
Security and Selling
Security is critically important trend in today’s market. In professional selling aligning selling efforts with key market trends, like security, is vital. Security is the degree of resistance to, or protection from, harm. It is important in every field, industry or...
It’s time to conduct a marketing assessment. Here’s what you need to know.
January is the perfect time to conduct a marketing assessment. Take a moment to look back at last year's plan. How well did your marketing campaigns work last year? What worked well? Where were your surprises? What elements of planning and execution require...
Learn the secret to creating a marketing persona for your B2B business
Create High Impact B2B Personas in 4 Easy Steps A new online course for B2B marketers The key to accelerating any revenue growth is found in how well you understand your target audience and what makes them tick. This isn't new information. We have all heard the...
How to Design a Winning Sales Compensation Plan
When sales compensation plans need to be developed the air begins to grow cold, no matter what time of year it is. It's the dreaded sales compensation plan monster. And that monster is ugly with bad breath. But, don't despair there is a straight-forward seven step...
Salesforce.com Leads Object: A Tale of Two Companies
by Mary Gospe and Sue Hay, Principal Consultant, BeWhys Marketing Salesforce.com (SFDC) is a SaaS-based Customer Relationship Management (CRM) tool that helps companies efficiently track and manage their sales process. Like most CRMs, SFDC comes standard with a Leads...
The Innovators Quandary – Publish or Patent, Productize or Perish
It’s a quandary. What to do with that new innovation or discovery? There are many choices. The question of publish or patent has thrown innovators into a quandary for years. Today the question also includes productize or perish. Many factors affect this...
7 Steps to Success for Any Project or Sales Initiative
Step 1. Align expectations. Are your expectations and the customer expectations the same, aligned or are they different? Expectations need to be established, aligned and managed. They don't necessarily need to be exactly the same but they need to align or cascade one...
3 Marketing lessons I’ve learned from walking my dog
Sometimes marketing lessons come when you least expect them. Here are three marketing lessons I've learned from my dog, a 2 year old English springer spaniel named Kerrigan. On positioning One summer afternoon my wife and I were attending an outdoor event at a local...
7 Key Considerations When Changing Channel Sales Models
As business grows and evolves, a change of channel sales model is often required. It could be changing the channel strategy from direct to channel *or* from channel to direct *or* establishing a mix. In any change there are seven key considerations that need to be...