KISS: Keep It Simple, Smartly

November 7, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
We’re all enamored with the latest shiny new products and applications. Buzzy trends like smart infrastructure, smart cities and smart information abound. But high-tech is not a silver bullet. It’s also not always the best solution.
New technology has many attractions – including higher profit margins for [...]

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To the Cloud – Are We There Yet?

October 26, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
Everyone is selling migration to the cloud as the next big thing. However, be sure to avoid the “trip to grandma’s house” effect.
Expectations and reality must be consistent, and you must calibrate customer expectations appropriately. Cloud solutions will enable the infrastructure for positive business operation change, [...]

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Ten Key Elements of Successful Channel Programs

October 24, 2011

Special guest post by Scott Karren, Executive Conversation Consulting Executive
The success of your channel program hinges on a broad number of factors which, of course, vary considerably by industry and market. If you haven’t recently evaluated what’s working, what’s not in your program, take the time to do so. Here are 10 elements to specifically [...]

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Best Companies to Sell to in 2011 and 2012

October 19, 2011

Tasked to up your prospecting volume?  Pipeline in need of opportunities?  If that sounds familiar, check out the newly released special report from Industry Gems on the Best Companies to Sell to in 2011 and 2012. 
This recently updated special report for B2B sales professionals identifies a wealth of top companies in their class – [...]

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Closing CFOs: Arriving Prepared, Leaving Successful

October 13, 2011

Please join us Thursday, October 27, 2011 at 11:30 AM EDT | 8:30 AM PDT | 16:30 PM BST | 17:30 CET for the next complimentary webinar in our Buyer’s Perspective Webinar series. Register Today!
Have you noticed a new spotlight cast on CFOs and financial decision-makers within your accounts?
Compelled to address growth, [...]

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Can You Hear me [ONLY] Now?

October 12, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
I’m a news junkie. And look at all the new tools to help me:
Zite, Flipboard, Pulse, SkyGrid, Taptu, Fluent News, Flud and News360: Each gathers news according to my preferences then displays them in magazine-page, flippable style. More news apps show up almost daily.
And according to [...]

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Night at the Knowledge Museum

October 4, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
Edith Weiner, a New York City futurist, would frequently share with me her concerns about a “knowledge based economy”. “If knowledge were power” she said, “then librarians would rule the world”.
You know, Edi, maybe that day is coming sooner than we think.
The Washington Post reported that [...]

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Good Elevator – Bad Elevator

September 27, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
I hate the term “elevator pitch”. It demeans an extremely valuable skill: the ability to articulate a complex statement clearly and succinctly.
Finding good and bad examples to critically review can be difficult. But the Washington Post recently had a readers’ poll contest to determine the “best” [...]

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Window into Washington: How’s My Driving?

September 22, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
Understanding how your government accounts define success remains essential for aligning your value with government programs. But government metrics can be elusive to find, and even harder to decipher. Plus, there’s the issue of leading vs. lagging indicators.
What to do?
Check out the newly unveiled federal [...]

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Becoming More Sociable – Whether You Want To Or Not

September 15, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
A new Pew Research poll released August 26th indicates that half of U.S. adults are now on social networks. Baby Boomer daily usage has increased to 32%, up from 20% a year ago. Overall, the percentage of internet users on social networking sites has doubled [...]

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