INSIGHTS
From the field, not the whiteboard.
Thoughtful perspectives on sales, marketing, and building revenue systems that actually work.
Why Old-School IT Services Sales No Longer Works- And How To FiX It
Phil Fersht at HFS Research coined the term Services-as-Software (SaS) to describe what happens when people-based work blurs with technology to the point where the line between a service and...
What a 2017 YouTube Video Taught Me About Hiring Leaders
A 2017 video of Vishal Sikka popped up on my YouTube timeline — and I got intrigued. The reason was not that I am not aware who Sikka is or...
All Articles
Why Old-School IT Services Sales No Longer Works- And How To FiX It
Phil Fersht at HFS Research coined the term Services-as-Software (SaS) to describe what happens when people-based work blurs with technology to the point where the...
What a 2017 YouTube Video Taught Me About Hiring Leaders
A 2017 video of Vishal Sikka popped up on my YouTube timeline — and I got intrigued. The reason was not that I am not...
Why Clients Consider You a Commodity — And How to Change That
You’ve been in meetings like this before. At first, the discussion went very well. The prospect understood what you did. They seemed to truly care...
Can Growth be Outsourced?
Growth is a strategic function of any organization that involves Sales and Marketing. They are the cornerstone of growth and are always closer to any...
Problems Good Marketing Can Solve
As an entrepreneur, have you thought, about why do you need to market your business in the first place? What if you don’t do any...
Are you getting it right?
“To know what you know and what you do not know, that is true knowledge.” -Confucious Read this quote once. Read it twice. Read it...
Krishna or Shakuni? Who is your consultant?
Whether you are an entrepreneur, boss, employee, leader, or a follower, or whatever your role may be, there are times we all get stuck in...