by brianw | 06.19.14 | content, education, marketing, prospects, sales
I’m a lucky guy. I’ve worked with about sixteen or seventeen technology companies, from startup to Fortune 500. And as I’ve been hired to copywrite content, I’ve noticed something pretty obvious. Companies have content marketing styles and they like...
by brianw | 06.18.14 | content, sales
Lately, I’ve been thinking about how product limitations influence the sales process. When I was taught storage sales, years ago, I had a “qualification process”, based on IBM’s BANT, drummed into my head. Is the prospect a decision-maker? Does the prospect have...
by brianw | 04.02.14 | content, data protection, education, Vendor
This morning, as I recover from the excesses of April Fool’s Day with a cup of strong coffee, I’ve been reviewing storage companies’ web presence, checking out their content marketing, and looking for ideas to bring to my clients. It was a nice...
