Many articles have been written on what makes a good CEO. It’s important to note that what it takes to be a good Fortune 500 CEO differs from what it takes to succeed as a hardware or software startup CEO. In this article, I’m going to focus on the latter. Many common traits are important […]
Webinar Marketing for Software Companies
Software companies have various promotional opportunities available to fill the sales pipeline and move prospects through it. The particular techniques used and their priority depend upon many factors, including, but not limited to, market segment, product complexity, price points, and length of the sales cycle. One of my favorite techniques for companies with more complex […]
The Tech Company Equivalent of the Canary in the Mineshaft
For those puzzled by the title above, long ago, canaries were used in the mining industry as leading indicators of a looming catastrophe underground. When the canary was overcome by/died from dangerous levels of gas in the mine, things were about to get very bad. And it was time to get out. So what’s the comparable […]
Selling and Marketing Software Through the VAR Channel: Morettini on Management Video Series
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Should Your Sales Reps Cold Call?
In this article, we’ll look at arguments on both sides of this issue. I’ll recommend when — and how much — cold-calling makes sense. We’ll look at it from the perspective of a software or hardware tech company. But the discussion applies to any sales situation, not just tech. This is an age-old question in […]
