Scrumspect What You Expect

An old adage meets agile and another reason I love scrums! One of the first management adages we all learn is ‘inspect what you expect.’  It certainly has served well as a reminder that the way to ensure some project, delivery, etc. is on time and budget is to keep on top of its progress

Forget what you have heard about selling benefits, not features – Sell outcomes!

Any marketer or sales person worth his keep knows to promote/sell benefits not features, because that is what customers buy right?  I say if you are selling benefits you are probably not leading the sale, you are responding to a customer’s shopping list or worse yet, responding to an RFP. Think of the last time

Work backwards, not forward!

As I have an equally strong background in marketing and engineering with 20 years of sales and business development experience, I often serve on advisory boards of small and early stage technology companies. Many times in these advisor meetings, I see a dysfunctional pattern: The leadership of these companies are seeking guidance on how to

Buyers may not always select the product they like best – they often buy the one they fear least!

What makes the better choice? Think about it…the last time you purchased a big ticket item what did you do? If you are like me you check product reviews before making a purchase. Why? Well for me, a lot of products look very similar, at least in the way they are positioned and marketed. So

Watch Your Balance!

I recently learned that my father has trouble maintaining his balance. While I knew he had been using a cane to assist his walking, I had assumed it was because of the lack of strength and mobility in his legs, having had two knee operations and getting on in years. However, I was surprised to

Market the problem, not the solution

This is not an idea I came up with – it’s very common knowledge among pragmatic marketers. However, visit any trade show, peruse the ads in any industry rag, or visit a random sampling of web sites and you will see how few high tech companies seem to execute on this concept. Case in point,

So What’s Your Story?

So here’s my story. We are enlarging our marketing staff and I have two job postings advertised for which I am getting a good number of resumes and writing samples submitted. These are junior marketing positions, and we are very clear that we are seeking candidates with marketing education and/or backgrounds. However, when I open

Agile Positioning

A nephew of mine recently joined the Air Force and selected bomb demolition as his occupation. One of the trickier munitions he learned to defuse was based on smart weapons technology. These munitions are delivered to the vicinity of a target via a missile or other delivery vehicle, then smaller sub ordinances are released which

Creating Agile Sales Teams

An agile methodology promotes processes that are structured, adaptive and reiterative, and encourages self-organization, teamwork and accountability. This makes agile methods well suited to use in sales organizations where the ability to adapt to quickly changing customer requirements and dynamic competitive environments is critical to effectively deploying and optimizing human resources to achieve financial targets

Should selling be proactive or reactive?

If you had asked me this question when I started my sales career, I would have answered definitely proactive. Every sales seminar I attended, every book I read, and every training tape I listened to instructed me to take charge of the selling process. All of the closing techniques from the tried and true to