Guest Post
(0 comments, 6 posts)
This user hasn't shared any profile information
Posts by Guest Post
Mike Volpe: HubSpot’s CMO on Linking Marketing and Sales
January 19, 2012
Every quarter, we bring together marketing executives to swap stories, share experiences and create some best practices. Mike, the CMO of HubSpot, spoke to the group earlier this week.
At a start-up, stopping isn’t really in the playbook. But six years in, I got a chance to think – and talk – at Corporate Ink’s recent breakfast for local tech marketing experts about what worked in our inbound marketing strategy, and what didn’t. So, 1,780 or so days into it – here’s a little bit of what stood out, what worked, and what’s worth doing more of.
Blogging We were early, and it really worked. There More >
Guest Post: The Challenge of Selling in the New Normal… And What To Do About It
September 30, 2011
by Guest Post
in Accelerate Sales
Scott Willard is CEO of BroadReach Partners, Inc. (broadreachpartnersinc.com), a sales consultancy specializing in accelerating measurable top-line growth
Ah, the bliss of yesterday’s sales cycle. We didn’t know how good we had it. Find a lead, make a call, get a meeting, close the deal.
That was then. In the New Normal economy, the sales environment has changed radically. And it’s certainly longer, often taking months, even years, from first call to close. You have to work harder to find the right people to talk to. You have to work harder to get them to talk to you. You need to talk to More >
Guest Post: Selling to a Universe of One
September 29, 2011
by Guest Post
in Accelerate Sales
Earlier this week, Mike Braatz spoke at our quarterly networking breakfast on what it took to turn Memento Security into the go-to resource for insight about banking fraud. The below blog post was contributed by Mike, detailing the key takeaways from his talk.
I’ve led marketing for a number of early stage B2B technology companies. Needless to say, I’ve learned a lot, from both successes and failures. When I first arrived at my current company, Memento, we faced all the usual challenges, and then some.
On the positive side, we knew we had a great solution to a real problem: bank fraud. More >
Guest Post: Building the Sales and Marketing Machine That is Now Silicon Valley Bank
July 13, 2011
I joined Silicon Valley Bank in 1995 and the experience has shaped me in a lot of ways including how I now think about marketing and how it interacts with sales. The following chart will give you some historical context:
Just to be clear, I was there and witnessed the transformation. I didn’t lead it … mine was a bit part to be sure.
The bank in 1995 had successfully established a presence in Massachusetts. When Allyn Woodward, Ken Wilcox and Dave Fischer left the then failing Bank of New England, they took the vast majority of their clients with them. The bank offered checking accounts, More >
Guest Post: A Three-Tiered Structure to Build Marketing and Sales Synergy
June 30, 2011
by Guest Post
in Miscellaneous
Earlier this month, I got to speak with a roomful of some of Boston’s smartest VPs of marketing for fast-growing tech companies. It was an informal breakfast hosted by Corporate Ink, with an intent to build connections between like-minded souls. Hearing from a sales guy could have been like inviting the pig for breakfast, but the crowd was savvy, plugged-in and thankfully not in a slaughtering mood.
I had ten minutes to lay it all out: ClickSoftware (NASDAQ:CKSW) is the market leader in field workforce management software, but that’s only the beginning. Here’s what everyone wanted to
More >