Who are today’s Gatekeepers?

Remember the days when the dreaded executive admin (aka-gatekeeper) would screen all incoming calls to their executives. As a salesperson, you were convinced that they all looked like battle axes, always woke up on the wrong side of the bed and never had even the...

What is the true value of good marketing and sales?

Have you ever heard start-ups or entrepreneurs claim that they can’t afford to pay for marketing and sales? They’ll “make it up to you” on the back end with a high commission payout. Yet these same entrepreneurs will invest hundreds of...

Business Week article on Outsourcing

Good article on outsourcing. While I agree with the assertion that most VCs won’t consider investing in a start-up that doesn’t have an outsourcing plan, it seems that most people only consider outsourcing for development. There is a new wave of...

Article on Advantages of Outsourcing

Good article on the advantages of outsourcing but doesn’t address the advantages of engaging specific domain expertise that you need to go to market from a sales and marketing perspective. The value proposition is accelerated ramp-up, faster time to revenue and...