by brianw | 07.09.14 | advice, benefit, freelancer, marketing, sales, solopreneur
I have a long-standing client. We get along well, I provide value, they’re typically happy with my work, and I’m glad for the relationship. But, for the past six months or so, something’s changed. Their marketing organization is trapped in the...
by brianw | 06.20.14 | benefit, content, market testing, marketing, product marketing, sales, Uncategorized
My oldest daughter is a born product manager. This morning, she took scrap bamboo, a saw, a hand drill, and safety glasses, and went to work at my workbench, making bamboo flutes to sell, door to door. Seems like an eccentric activity, right? I think it’s...
by brianw | 06.18.14 | content, sales
Lately, I’ve been thinking about how product limitations influence the sales process. When I was taught storage sales, years ago, I had a “qualification process”, based on IBM’s BANT, drummed into my head. Is the prospect a decision-maker? Does the prospect have...