Sales training is tough. Being an effective B2B salesperson requires a huge amount of knowledge about your company’s product and its competition – and most brands can't afford months of training for new hires before they have to start performing. Often, new salespeople are thrown into real sales […]
Will you recognize me? Call my name or walk on by?
One of your biggest problems is earning mindshare from your customers. As I like to remind salespeople, “Billions of potential customers don’t even know that your company and its products exist!” And those that know about you, aren’t necessarily […]
Sales enablement is on the rise - but what is it, exactly?
The definition of sales enablement can be difficult to discern. Each company seems to have their own definition for what it is, and it can take a decent amount of research to understand what sales enablement is; and more specifically, if it […]
Originally posted September 25th, 2014.
Writing is one of those professions that people tend to glamorize. One expects writers to be guzzling scotch by the bottle, working exclusively at night, and taking long, lonely walks down deserted, cold New England beaches in a wool sweater. Or perhaps […]
Working at an agency offers unique opportunities for learning and growth. More so than at a product company, you’re usually working on multiple projects at any given time. While I’ve been working on a constantly improving client product for multiple years, often times project duration is shorter in […]
Salesforce’s annual “State of Sales” report aggregates data from thousands of surveys of sales professionals across the world in an attempt to uncover contemporary trends of sales, including strategies, tools, technologies, and perceptions. In the 2016 report, there are several statistics that are […]
As I work my way through PSU's part-time MBA program, I'm exposed to all manner of new ideas; many of which are good. Like most good ideas, they seem obvious after you've heard them. One such idea I've been exposed to is netnography.
Onboarding new employees is something that every company does – but both strategy and quality vary widely. Some companies have intensive training bootcamps where new hires spend months learning the ropes; other companies have a “trial-by-fire” mentality; and others still even offer bonuses for new […]
If you're a programmer, you've no doubt been in this situation before: you've got to convert a bunch of data from one form to another. Maybe you've got an enum that needs to processed with a switch statement (and you don't have ReSharper to do it for you!), or maybe it's static strings that need to […]
A world class onboarding process can be a company’s greatest asset. While onboarding isn’t always prioritized, it’s one of the few investments a company can make to help improve the entire business. Truly effective onboarding has results that are far reaching and long lasting. While most of us don’t […]
If you're a regular reader of this blog, you know that I think Node is big -- it's not just playing in a sandbox, but out there on the mean streets of the Internet, holding its own with ASP.NET, PHP, and Ruby on Rails. But Node itself is just a small part of the puzzle -- essentially, Node is simply […]
In interactive marketing, it is vital not only that your company’s message reaches its intended audience, but truly engages it as well. Recently, I came across a New Yorker article entitled “The Limits of Friendship,” by Maria Konnikova. In short, the article suggests that in an age influenced by […]
I eat Pizza Hut more often than any self-respecting New Seasons customer has the right to. Not because Pizza Hut is particularly good (though one could argue any food item based on the principle that melted cheese is delicious is always some level of good), but because it is fast and cheap, and thus […]
Originally posted December 4th, 2013.
An interactive product, whether it is a website or mobile app, is built to meet a set of needs - the general goal of an interactive project is to design and build a solution to meet those needs at a minimized cost. And the engineer depends on a solid […]