Do away with “Steak & Commercial” – Part 1

Do away with “Steak & Commercial” – Part 1

For anyone that’s been in sales, tech or otherwise, a frequently used demand generation tactic is something that a colleague of mine once called the “Steak & Commercial”. Customers and prospects are invited to a free steak lunch in exchange for listening to the latest sales and marketing pitch. Ultimately the goal is to uncover new sales opportunities by exposing a product’s value propositions to potential influencers and… Read more →

Don’t ‘Sell’ to your customers. Innovate with them instead.

Don’t ‘Sell’ to your customers. Innovate with them instead.

A topic that I’ve been focusing on as of late is the shift in behavior of enterprise buyers. It all started from a conversation I had with Greg Ferro where he brought up the notion that we now transact in a “post information scarcity” business environment. Buyers today have access to a multitude of data, analysis, and feedback regarding the solution… Read more →

(Don’t) Mind the Gap

  … of time between posts. Life has been a tad busy between b-school, relocating from London back to San Francisco, and new job(s). I hope to start getting my thoughts down on a more regular basis.

Survey Analysis (Part 2): Mobile App Marketing

Survey Analysis (Part 2): Mobile App Marketing

This is part 2 of my analysis of the data collected from a survey I conducted a few weeks ago. Last week I published the survey results in the form of an infographic. Part 1 of my analysis was published in a blog post earlier this week. Forty-one survey participants were asked about the marketing activities that they have pursued in… Read more →

Survey Analysis (Part 1): Mobile App Marketing

Survey Analysis (Part 1): Mobile App Marketing

This is the follow up to the developer survey I conducted a few weeks back. Last week I published the survey results in the form of an infographic. Today I’d like to share my analysis of the data collected. Forty-one survey participants were asked about the marketing activities that they have pursued in the past, as well as the marketing… Read more →