Author Archive | Sridhar Ramanathan

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 […]

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Marketing to the SMB

Over the holiday I read four business books but only one stood out as a “must read.” The book is “Drilling for Gold” by John Warrillow, and it’s full of very practical and insightful approaches to winning in the small/medium business (SMB) market. Here are some US Census Bureau statistics that surprised me.

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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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On Optimizing Your Outsourced Telesales Partnership

This week I had the great honor and pleasure of being interviewed by Brian Carroll, author of Lead Generation for the Complex Sale and CEO of InTouch, a top notch lead generation firm. The topic was how to select and optimize outsourced teleprospecting. What prompted the podcast was a conversation earlier with Brian in which […]

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Corporate Integrity and the Role of Marketing

One of the bright spots in IT spending today is enterprise software and services that support the alphabet soup of compliance regulations (SEC, SOX, PCI, HIPAA, FISMA, OSHA, etc.). One of our clients, SAP, is doing a great job capturing share as the market for governance, risk, and compliance (GRC) software is expanding rapidly. Perhaps […]

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Bringing Edge to your Marketing Team

Ask a Sales VP “did you make your quota last quarter?” and you get a “yes/no” answer. Ask a Marketing VP, “did you make your numbers last quarter?” and you get a blank look. Why is that? Most CEOs don’t hold their Marketers and PR firm as accountable as Sales because, presumably and mistakenly, they’ve […]

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Marketing’s Role in Closing Deals

When people think of “Marketing” they often think “advertising”, “PR”, or “promotions.” But Marketing can also play a valuable role in helping sales reps close deals. How? We offer three areas where Marketers can focus their efforts, where the rubber meets the road–at the point of sale. We believe a purchase occurs when all three […]

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Selling to the CFO – A Dinner Conversation

“Make it a double” barked Chris to the bartender to be heard above the restaurant din. “Guess your boss came down on you pretty hard, huh?” said Jo. “Well, I’m angry with myself more than anyone else for not being able to keep a two hundred thousand deal from evaporating” replied Chris.

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The Power of Word of Mouth

Today I was struck by how powerful my wife’s mom’s club is in terms of word of mouth. Gina, mother of our four kids, is a board member of the Livermore Mothers club. She was drawn to this community of moms who support, inspire, and share experiences with one another. Like most moms, these are […]

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