by Richard Fouts | October 19, 2009 | Submit a Comment
One of my favorite pieces of advice from Guy Kawasaki’s book, Reality Check, is about the value of entertainment. As business leaders, Guy tells us that our number one goal, when presenting, is to entertain. Sure it’s important to inform, and you have to be insightful, but if you bore people to tears, you won’t [...]
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by Richard Fouts | October 5, 2009 | 6 Comments
How many times have you said, “She was born to be a finance manager, or a realtor, or a cab driver … or a competitive analyst?” I don’t think I’ve ever heard someone link DNA to these other professions, but plenty of people still think sales people come from the factory with special “sales genes.” [...]
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by Richard Fouts | June 4, 2009 | 12 Comments
I know, I know; social media is transformational and a game changer, but seriously folks, it’s just another channel. Granted, social networks help you locate many prospects you may never have found with traditional techniques, but consider these two statements, both from marketing executives in tech firms with similar years of experience. 1. Social media is creating [...]
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by Richard Fouts | May 26, 2009 | 1 Comment
Ron Baker just wrote a new book, Pricing on Purpose where he cites a new provider billing model that replaces hours billed with results achieved. IT services has talked about this for years, and many firms like EDS and others in the outsourcing business, have adopted this type of model with gain sharing. But it’s far more the [...]
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by Richard Fouts | May 4, 2009 | 3 Comments
This blog is for marketing and sales people. While many of the issues we discuss apply to any marketer, we address business leaders in the technology sectors. For example: I’m surprised by the number of marketers that tell me “everyone is a prospect” for their solution. While it may sound like a good answer, it [...]
Category: Marketing communications Uncategorized Tags: customer segmentation
by Richard Fouts | April 27, 2009 | Submit a Comment
This blog is for marketers and salespeople. Although we focus on those who market and sell technology solutions, many of the things we discuss apply to any marketer. For example – What do you do – in seven words or less? It’s a simple question that begs a simple answer, and in the age [...]
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