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9 Ways to Waste Time at a Planning Meeting
Customer Context Determines the Value Prop
Selecting Target Verticals as an Early Stage Company
At your next Sales Meeting, create listeners and story tellers
Top Sales People Collaborate and Problem-Solve, then Close
Strategic Planning
Vertical Industry Go-to-Market
Marketing Re-Boot
Customer Co-Marketing
Sales tools to invite collaboration
Solutions Portfolio Management
Does Your Buyer Focus on the Pain or the Gain?
CIOs have no time for you
Interview with Rajat Paharia: Creating loyalty using Big Data and Gamification
CXO Engagement
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9 Ways to Waste Time at a Planning Meeting
Lots of companies are following Shopify’s lead and encouraging, if not requiring, fewer and smaller meetings. Some of you may be dubious about the anti-meeting
Customer Context Determines the Value Prop
Imagine a plastic water bottle. The one sitting on your desk, or in the fridge, or the half-empty one that’s rolled under your passenger seat.
Selecting Target Verticals as an Early Stage Company
“How do we prioritize target industries?” This question comes up often in my conversations with founders strapped for sales resources and under pressure to deliver
At your next Sales Meeting, create listeners and story tellers
I bet you already have a long list of launch announcements and product training sessions for your sales kickoff. That’s important information, but it’s not
Top Sales People Collaborate and Problem-Solve, then Close
Just 4% of salespeople in the United States sell 94% of the goods and services, according to a study by Gallup and Harvard University. What
Strategic Planning
Strategic Planning “Lilia absorbed our situation very quickly and was able to bring insights and creative thinking that made an immediate impact on our strategic
Vertical Industry Go-to-Market
Industry Go-to-Market “Shirman Group services were a significant contributor to a recent record quarter, and helped us build strong market momentum in one of our
Marketing Re-Boot
Marketing Reboot “Lilia filled a vital leadership role on our executive team at a crucial inflection point in MariaDB’s history. As Interim CMO, she re-started
Customer Co-Marketing
Customer Co-Marketing “We’ve been great at producing case studies, and wanted to add more collaboration and customer benefits. The program the Shirman Group designed uses
Sales tools to invite collaboration
One rule I established when I founded my advisory practice is that sales is about listening and collaborating, not presenting. I had watched the cost
Solutions Portfolio Management
Solutions Portfolio Management “The Shirman Group helped BEA identify market opportunities that have the potential to bring significant incremental revenue.” — Sarika Agrawal, Vice President,
Does Your Buyer Focus on the Pain or the Gain?
The most successful B2B salespeople clearly understand that they’re selling to people and not just to businesses. While they take time to understand their customer’s
CIOs have no time for you
Many tech companies see relationships with CIOs as the Holy Grail of their sales and marketing efforts. But should you really spend the money and
Interview with Rajat Paharia: Creating loyalty using Big Data and Gamification
I recently had the opportunity to chat with Rajat Paharia, founder and chief product officer at Bunchball, about his new book, Loyalty 3.0, pivoting startups, and
CXO Engagement
CXO Engagement “We’ve made a leap forward in our ability to connect with C-level buyers. The Shirman Group convinced us to throw away our old
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