Pipeline Composition and Ansoff Matrix: Supercharging your 2018 Revenue Plan

If you are like many of my clients, you finished up the end-of-fiscal year push for Q3, used the first half of the month to catch up, and have now begun the annual task of revenue planning. Few things are one-size-fits-all when it comes to the intricacies of pipeline planning, …

Intersection Point: Where Content, Sales, and Social Collide

I was pleased to speak at the 2014 Mid-Atlantic Marketing Summit on the panel “Intersection Point: Where Sales, Social, and Content Collide.” It was an honor to join some great marketers to discuss these issues. Here’s the lineup! Moderator: Mark Hausman, President and CEO, Strategic Communications Group Helena Brito, Social Media Manager, FireEye, …

Becoming a Modern Marketer

By now, most marketers are familiar with the concept of modern marketing and the benefits of embracing technology and new approaches to meet organizational goals. But what if you’re stuck somewhere in between a traditional and a modern approach? How can you make the switch and what potholes lay ahead? …

Applying SPIN Selling Techniques to the Federal Sales Process

To be really effective at selling professional services you need to leverage not just traditional capture, marketing, and sales staff, but also the efforts of your project staff that interact onsite with the client. The approach I recommend uses “investigation skills”—or questioning—to help both “sellers and doers” determine not only …