“Aim wider”, “focus everywhere” and other oxymorons

I’ve just had a conversation with a friend, an ex-colleague who was picking my brains (for free I might add!) about what he could do to make his sales year look better. I asked him how his product was positioned and where his focus was on the market.He told me, and in doing so mentioned 3 industries, 3 market […]

Open Source and the Impotence(sic) of Being Earnest

Q. What do the questions… “How do porcupines make love?” and “How do you ‘sell’ open source software?” …have in common? A. The answer to both is “Carefully!” Software sales is a funny business.  Push too hard and you’re open to accusations of potentially ripping people off through aggressive tactics, don’t push hard enough and […]

What do you do?

It’s an easy question isn’t it?  But its one that in my experience is so often misinterpreted or wrongly answered by high-tech software vendors through their web sites, marketing materials and meetings with prospects. When a prospect poses that question of a software vendor, what are they looking to understand?  The answer is that they […]

Funded Initiatives and lead generation

I’ve been scanning other marketing blogs recently, attempting to get a feel for what other folks are doing out there at the moment.  I see lots of advice on creating strategies to generate leads through social media and the creation of networks.  Whilst I wholeheartedly support any efforts to get closer to prospects by creating […]

What Slowdown?

I was discussing the economic slowdown with some friends over the weekend.  We were trying to predict the likely depth, length and impact but we came to the conclusion that logic and a sound understanding of economics alone couldn’t help.  You’d need to apply complex chaos psychology first.  The issue, we realised, is that whilst […]

An “average” marketing strategy

Mean.  It’s a great word isn’t it.  But what does mean, mean?  If you see what I mean.  It’s either hateful, the intended meaning of something or, as I want to use it here – an average.  In this case it’s the “average” marketing strategy for a specific marketing segment.  What would be the value […]