My 2009 Word of The Year, So Far

One of my most-used words these days is “scrutinize.”  Merriam-Webster says it means “to examine closely and minutely.”
At ESR, we find ourselves using the word fairly often:

VPs have been asking us about how to determine which sales reps to keep and which to redeploy.  In this current economic situation some of what salesreps depended on [...]

InTouch With Brian Carroll On Lead Generation

One of ESR’s clients has been engaged with Brian Carroll’s InTouch, Inc. team for lead generation and nurturing.  We sat in on a meeting with Brian’s team and the client the other day.
I asked Brian for permission to share with you the Lead Gen Portfolio graphic he uses with his clients.  Take a good look [...]

A New Way to Get Sales and Marketing Aligned

With all this talk about sales and marketing alignment, I figured the best way to get sales and marketing aligned is to morph a sales guy into a marketing guy and visa versa.  That way they’ll both understand what life is like as a member of the other team.
So Brian and I tried it out, [...]

Podcast: Brian Carroll on Lead Generation

We’ve just published my interview with Brian Carroll for my sales thought-leader podcast series. 
Wait!  Brian Carroll is a sales thought-leader? 
Absolutely. 
All of us in sales face a significant and ongoing challenge.  I’ve written about it again and again.  It’s the lack of mutual understanding, alignment, and ability to effectively and jointly execute among many sales and [...]