Archive | September, 2008

Competing Against Mr. Do Nothing

So often my clients find their #1 competitor is actually the customer doing nothing. That’s right. It’s not the direct competitor or a substitute option or even a homegrown solution that cinches the deal but rather inertia or doing nothing that wins. This can be especially frustrating and expensive when a sales team has invested […]

Continue Reading

Partners Revisited – Seven Watch-Outs

Jeff Thompson, my partner at Aventi Group, and I recently worked on a project where we helped an important client revisit and optimize their channel strategy. The problem was that our client who sells directly and indirectly to the SMB segment, had partnerships agreements in place with over 9000 partners. But what they did not […]

Continue Reading

Should You Put a $ Sign on Your White Papers?

We all know that white papers are free documents, often used for lead generation purposes. However, should we call them a report and place a dollar value on them to help improve their perceived value? That is precisely what my friend and white paper peer Bob Bly recently suggested. Here’s what he actually said:

Continue Reading