M4

Archive | Sales

m4comm_win/loss analysis

How To Conduct Win/Loss Analysis To Achieve Strategic Growth (Part II)

In Part I of “How To Conduct Win/Loss Analysis To Achieve Strategic Growth”, I discussed the pre-interview and interview phases of Win/Loss Analysis. The post-interview phase is the most important element of the Win/Loss Analysis process. During this phase, you will gain insights on how to actually improve your processes, and as a result, better […]

Continue Reading
m4comm_win/loss analysis

How To Conduct Win/Loss Analysis To Achieve Strategic Growth (Part I)

I have been involved with Win/Loss Analysis from the product and sales sides since the mid–1990’s and have written about the subject since 2009. To this day, I do not understand why more companies aren’t conducting win/loss interviews, analyzing results and implementing lessons learned. When I speak with companies, many think they know the answers […]

Continue Reading

Why Marketers Must Think Different About Content Gating

There are many opinions about content gating these days. There have been LinkedIn Group discussions about it as well as blog posts debating or trying to visualize it. I recently asked marketers on a LinkedIn Group discussion about content gating. I posed three questions – (1) Are you gating content? (2) What content types do you […]

Continue Reading

Is Content Marketing the Missing Link Between Sales and Marketing?

One thing I like about engaging with my social networks is being able to ask questions and get people’s thoughts on issues, problems, and trends. Recently, I asked on Twitter, “Do marketing and sales still have trouble working together?” The answer was particularly telling: “No. They just do it badly.” In many organizations, the challenge […]

Continue Reading
marketers-ABC

A Marketer’s ABC

In a sales person’s mind, ABC stands for “Always Be Closing”. We all remember Alec Baldwin’s famous words in Glengarry Glen Ross… We say ABC stands for Always. Be. Curious. Staying curious keeps us present to life, keeps our creative juices flowing, opens us to new opportunities. And, as Steve Jobs notes, his stumbling into […]

Continue Reading