The Sales Development Playbook by Trish Bertuzzi has the potential of making the world a better place. If enough CEOs, CSOs and CMOs read the book and apply the recommendations then we will [...]

… it will not be able to accelerate revenues, and the business will not scale.

The challenge with marketing and sales is that they are such wide disciplines and changes happen faster than any textbook and university curriculum can keep up with. So when there is no [...]

There is only one really effective medicine against risk aversion and that is references and testimonials from customers that look exactly like your potential customers. I assume you are familiar [...]

Navision was acquired by Microsoft in 2002. 26 years ago three young gentlemen from Jutland in Denmark set up a small office in Hamburg, Germany, from where they would sell the Danish financial [...]

So Microsoft will acquire LinkedIn. Makes a lot of sense for Microsoft and also for the LinkedIn shareholders, but maybe less sense for the LinkedIn front-office staff.  Losing your independence [...]

I recently prepared a workshop with an information technology company that wants to enter the German market in a rather mature area. As I was laying out the steps we needed to cover and the [...]

I receive quite a few sales pitches through various communications channels. Mostly for things and services that are completely irrelevant to me. I delete them once a week, but the one below [...]