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Recent Posts
When the Founder Is the Rainmaker: How to Scale Without Losing the Spark
In many founder-led businesses, the founder isn’t just the leader—they’re also the best (and often only) rainmaker. They land the big deals. They have the trusted relationships. They know the pitch inside and out because they are the pitch.
It works—until it doesn’t.
As the business grows, this model creates a bottleneck. Every new opportunity depends on one and only person. And it’s the same person every time. But there’s a downside. When that person is also responsible for running the business, mentoring the team, and shaping the vision, something eventually gives.
An Inward Focus: How One Company Redefined Itself for Success
Mon, Feb 7, 2022 — It’s always interesting to me when the proverbial emperor is in search of new clothes. Like the time-honored fable, Cask – an innovative company that lives and works in the ServiceNow ecosystem – had done an outstanding job of enabling digital transformation for its clients. But when it came to telling their story and harnessing digital marketing tools to promote itself, it wasn’t quite as masterful. The story of how Cask evolved its brand and turned digital marketing into a dominant force in the ServiceNow space – leading to 40 percent year-over-year growth for four consecutive years – is an object lesson that is worth studying for any B2B leader.
Under the Influence: How Your Employees Can Drive Your Social Marketing Engine
Tue, Jan 25, 2022 — Did you know that you might have the next Kim Kardashian or Kylie Jenner on your staff? Though it’s likely that none of your mild-mannered employees have 300 million social media followers piled up –like the aforementioned sisters – it IS possible to turn a team player into a social influencer.
How ONE MINOR FLAW can RUIN the Customer Journey
Mon, Dec 13, 2021 — Are you checking every step in your company’s customer journey to make sure that the passage is smooth and rewarding, and in fact, DELIGHTING for your customer? DELIGHT takes so much work by so many people – the product, the website, the employee service training. And DELIGHT is what builds lasting loyalty. And it can all, unfortunately, be spoiled by a minor detail.
Changing the Conversation: How ABM Helped One Company to Break the Mold
Fri, Oct 22, 2021 — Written by Don Lee, with Greg Acquavella, Senior Marketing Manager, Gryphon.AI Sales and marketing technologies have transformed the way companies attract and retain business. Just ask the team at Gryphon.AI, which has developed a unique solution to businesses that wish to improve their sales efficacy. Using a concept called “real-time conversation intelligence,” Gryphon uses an AI platform to provide in-the-moment call coaching and guided selling.
What Does it Take to Innovate? Part 5: Choosing a Development Methodology and Testing, the Second and Third Phase Gates
Fri, Oct 1, 2021 — Why innovate? Your business depends on it. By Ahmet Abaci and Beth Somplatsky-Martori In the first blogs in this series, we talked about how to get started with innovation and ideation, and building a business case – essential components in what we are calling the “Stage Gate Lite” approach to fostering and accelerating new product and service ideas within your organization. Now it’s time to talk about what happens when the rubber hits the road. And trust us – this can be a very messy part of the process. We are reminded of a quote from that famous innovation guru, Mike Tyson, who once said that “everybody has a plan until they get punched in the face.” At this point, though you may have some glancing blows aimed in your direction, we hope in this blog to give you some processes on how to handle this turmoil and maintain your course.
Applying “Growth Gears” to Your Personal Brand
Tue, Sep 7, 2021 — “Hi – I’m Don Lee. I help companies build growth engines.” After reading those first two sentences, are you intrigued? Do you want to know more about me? Do you wonder what a “growth engine” is, and how I help to build them? If so – and I hope you do – you are getting a sense of how powerful a personal brand can be in marketing yourself – not necessarily as a tangible commodity, but an intangible resource that can be of value to you, the customer.
Winning the Job Seeker Sweepstakes: Use Marketing Strategies to Attract and Retain Employees
Thu, Jul 15, 2021 — There’s a new battle being waged today – one that is not being fought with elbows, firearms, or words. Instead, it’s a battle over human resources – an all-out war to attract employees, in one of the most robust “seller’s” markets we’ve experienced in our professional lifetimes. The implements being used in this skirmish – hiring bonuses, perks, and ever-swelling salaries.
Medical Device Marketing has Changed! Have you Pivoted?
Mon, Jun 21, 2021 — Empowered patients driving monumental change for Med Device Marketers Many marketers now realize that white papers, trade shows and KOLs are the hallmarks of days gone by. Patients now have many resources available to educate themselves and have informed conversations with their physician or other healthcare professionals.
B2G: Three Reasons Why Marketing to Government Can be a Win-Win Proposition
Wed, Jun 16, 2021 — The days of the $1,300 toilet seat and the $800 screwdriver are long over. Today, government procurement is an intricate process that ensures government agencies have the tools, resources, products, and services they need to serve their constituents, and that providers are offering the best combination of price and quality.