I’ve been thinking a lot about Porcupines lately, which is either testimony to Richard Gallagher’s brilliant insight or a sad commentary on my social life. My thesis in the last post was that porcupines, defined in this context as people who are angry, demanding and rude, are not born, but made. So the question for […]
Porcupine Customers Are Made, Not Born
My name is Elizabeth and I’m a Porcupine. Well, only a part-time Porcupine; the rest of the time I try to be a more benign member of the woodland family. If you haven’t read Rich Gallagher’s book, What to Say to A Porcupine, you should go get it now and send it to your poor, demoralized […]
When Good Things Happen to Good Research
I found this email rolling around at the bottom of my Inbox the other day and it reminded me that I think sponsored research is quite a nifty thing, especially in the B2B technology space. Basically, you go out and conduct a survey in your area of interest or expertise and publish the results. Bank […]
Forget the C-Suite, the Money’s in the P-Cube
If you think you’re selling to the C-suite, think again. The real action is further down the corporate ladder.
Value Propositions are for Your Inside Voice
Got a value proposition? Good for you. Now shut up.
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