Archive | May, 2008

Being Smart about Competitive Intelligence

Andy Grove said “only the paranoid survive” referring to the hyper vigilance that all businesses should have when it comes to competition. Your product marketing managers are usually the ones charged with being the keepers of competitive information. But they often struggle to meet the demand for current, relevant competitive information. Why is that?

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Should Lead Generation Ignore Current Customers?

”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. In fact, it’s the impetus for this post. When you have a complex sale, it can be easy to think of lead generation as only a process […]

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