Category Archives: Blog
How will you know if a certain sales approach will work or not?
You will have to continue to test, measure and test because the markets move all [...]
Oct
Did McKinsey & Company Kill Swissair?
All had been well until the early 1990s, when consultants McKinsey & Company recommended [...]
Aug
Slow down – it’s not your business
As a management consultant you have to take responsibility for the outcome of the process you [...]
Aug
Proposals Are the Last Thing You Do
I now realized the advantage I had in proposal writing. It was never about me. [...]
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Jun
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The book is a "must read" for all business development, marketing, sales and other revenue [...]
Jun
The Friendly Orange Glow: The Untold Story of the Rise of Cyberculture
The story about PLATO is not only interesting, but it will also teach you a [...]
Jun
An Idea That Eventually Turned Out to Be Worth $1.45B
Improving something that already exists by making it easier to use, less expensive, faster to [...]
May
Curb Appeal – Why It Doesn’t Say Anything about the Interior
All companies have all kinds of issues all the time. The perfectly running company doesn't [...]
May
Key Considerations for the Direct vs. Indirect Go-to-Market Approach
In the video, I discuss the main difference between the direct and the indirect go-to-market [...]
May
Channel Partner Recruitment from Early Stage to Late Stage
In the video, I discuss the process for channel partner recruitment from early stage to [...]
May
