About 18 years ago, I received advice that transformed my view on business and the trajectory of my career. A partner and I were launching a technology startup offering an application integration platform. It was a horizontal play, and we were chasing pretty much any prospect who would listen to us. We in the late […]
Making Sales Presentations Customer-Centric
Recently, the CEO of a FinTech vendor realized that his sales team has “gone rogue.” His sales people are spending upwards of 20 minutes in discovery meetings just talking about their company and product, rather than engaging buyers in a conversation that will aid discovery. When they do ask discovery questions, they start in the […]
Correlation vs Causation in Marketing Analytics
The following is a guest post by Adam Hutchinson, Senior Marketing Manager at Socedo. If you’re like us, you face the same problem every time you sit down to create a marketing plan, whether it’s for the next campaign, the next quarter, or the next year: you don’t know which activities are bringing in the […]
Happy Holidays and New Year!
2017 been an interesting year. Topics such as account-based everything, bitcoin futures and net neutrality have been prominent on our radar screens. Speaking of screens, we’d like to share a holiday greeting that we hope you enjoy. For those concerned about the consequences of the repeal of net neutrality, play this as many times as […]
Case Study – Integrated Marketing Strategy for a Financial Services Technology Provider
About 4 years ago, a 50-person global financial services technology firm that provides cross-asset market access came to PropelGrowth for help developing and executing an integrated marketing strategy. This is their story. Selling Technology to Financial Services Firms This company was founded in 2000, grew organically, and has been consistently profitable with a steady growth […]
