Stakeholder Communications

“It’s hard to make predictions, especially about the future.” Danish proverb What does “second quarter” mean to you? For most technical teams, the second quarter is when...
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Pseudo-Socialist Pricing

Here is a fantastic and funny pricing situation from a friend. Hi Mark, I recently got my curb number repainted by an outfit that allows you to name your price. I thought you’d get a kick out...
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Why Should Sales NOT be in Charge of Pricing?

A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have noticed there may be one point you have not covered: “Why should sales not be in charge of...
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Managing Sales Requests and Changing Priorities

How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have you noticed that car salespeople always sell what they have on the lot, while software sales people...
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Sales and Marketing Alignment – Why is it so hard?

CEOs struggle to get their Sales and Marketing teams to work together. It seems simple enough. We all are driving toward the same outcome. Yet there is friction between the Sales and Marketing teams...
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Sales and Marketing Alignment – Why is it so hard?

CEOs struggle to get their Sales and Marketing teams to work together. It seems simple enough. We all are driving toward the same outcome. Yet there is friction between the Sales and Marketing teams...
Read More

Crafting a demo that sells

Everyone wants a product demo that is so compelling buyers jump out of their seats to buy. Unfortunately that scenario rarely happens. In today’s buying environment a demo may meet two buyer needs....
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Working with Sales

Stakeholder Communications

“It’s hard to make predictions, especially about the future.” Danish proverb What …
Read More

Pseudo-Socialist Pricing

Here is a fantastic and funny pricing situation from a friend. Hi Mark, I recently got my curb numbe…
Read More

Why Should Sales NOT be in Charge of Pricing?

A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have notic…
Read More

Managing Sales Requests and Changing Priorities

How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have yo…
Read More

Sales and Marketing Alignment – Why is it so hard?

CEOs struggle to get their Sales and Marketing teams to work together. It seems simple enough. We al…
Read More

Sales and Marketing Alignment – Why is it so hard?

CEOs struggle to get their Sales and Marketing teams to work together. It seems simple enough. We al…
Read More

Crafting a demo that sells

Everyone wants a product demo that is so compelling buyers jump out of their seats to buy. Unfortuna…
Read More