February 1, 2011
Innovative Followers
I love watching people fuss over false dichotomies. Liberal/conservative, Republican/Democrat, Sane/Congress … This week's dubious…
December 15, 2010
Reputation Rehabilitation
A client recently engaged Silicon Strategies because the market didn't think much of the client.…
December 14, 2010
Lead Nurturing Comes of Age: Where to Start?
Since three out of four new leads generated end up buying at some point in…
September 29, 2010
Why Traditional Enterprise Software Sales Fail
Traditional enterprise software sales efforts fail for three reasons: your solution does not meet its…
August 18, 2010
Make Decisions Easier for Your Prospects
Crazy-busy prospects can't handle complexity. They hate it when things are difficult to decode, decide…
August 18, 2010
Winning Channel Strategies for the Cloud, Part I
The traditional software (on-premise) sales model relies on the both direct and indirect distribution, leveraging…
March 24, 2010
Five Questions Software Companies Must Answer
Software companies must forge emotional connections with their consumers and speak to them on their…
February 23, 2010
How to Reach Unreachable Goals – Quickly
It all started when leadership coach Caitlin Miller invited me to participate in the Breakthrough…