September is the new January Most people think of January as the time of change and the time of new beginnings, but for B2B organizations, the New Year begins much earlier. Why? Because Q3 and Q4 opportunities not only make the numbers for that year but...
Read MoreEmotions are powerful and the biggest emotional motivator of all is fear. There are two types of fear. The first is real. It gets triggered when facing actual, life threatening situations. The second is psychological—these are things we make up in our own minds because...
Read MoreRecently, I spent some time in Manhattan. This was after a long absence since my Business School and McKinsey days in the late 1980s. I had been asked to head up marketing for a private equity-owned security software startup as its Chief Marketing Officer. I...
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