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Marketing and Sales Alignment and Why I Took On Sales Quota

I recently read the book Revenue Disruption by Phil Fernandez, the CEO of Marketo. It was a good read, and quite entertaining in places. As a marketing professional I felt very aligned with the evolution of marketing strategy and techniques described in the book.

Specifically the notion of marketing and sales alignment caught my attention […]

Freemium – Only for the Birds and Bees?

The best things in life are free, but you can give them to the birds and bees … I want money – Lyrics to Money, by The Flying Lizards 1979

I read an article in the WSJ titled “When Freemium Fails”. Note that the article focuses very much on B2C offerings. My thoughts are very […]

Dr. Mark, What’s The Best Way To Provide Competitive Analysis To The Field?

Dr. Mark, I am a product manager and I’m being asked for competitive analysis documents, powerpoints and slides which I’m told is critical to the sales process. How do I go about producing something that is useful and credible that will help us win the deal?

Thanks, G2 Joe

Thanks for your e-mail G2.

Ideally […]

10 Marketing lessons from @shitmydadsays tweets

If you are one of the 1M+ followers of @shitmydadsays, the following tweets will be instantly recognizable. If not, shitmydadsays is a Twitter account started by Justin, aged 29, who decided to tweet his hilarious and often profound sayings from his 74 year old dad. This has become such a phenomenon that CBS has picked […]

Dr. Mark, I’m a busy PM, how do I get these salespeople off my back!

Dr. Mark, I am a product manager and salespeople are constantly hounding me for new features saying that they need them for their prospects to close business. Meanwhile I’m up to my eyeballs in features that needed to be implemented “yesterday” for irrate customers, and I’m busy putting in new processes that tie our requirements […]

How to make sure the next startup you work for gets acquired

First of all, what about finding a company that’s going to IPO? Based on all we know, an IPO exit for a technology company has been extremely rare and difficult over the last few years. So assuming getting acquired is a good exit for a company, it’s employees and shareholders, let’s proceed with our discussion.

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Dr. Mark, Why don’t PMs stop and ask for directions?

Dr. Mark, I am a frustrated salesperson. I am out there selling our product but my prospects are asking for features which we don’t have. Our Product Managers (PMs) listen to me but they say they can’t stop and change course. Any guidance would be greatly appreciated.

Thanks, Sir WantsToSellAlot

Thanks for your e-mail Sir […]

Dr Mark, How Can I Simplify Product Prioritization for my Executives? – A 12 Step Program for Product Planning

Dr. Mark, I am the Director of product management at my company with a team of 3 PMs. My team and I do lots of market research, create plenty of MRDs, voice-of-the-customer reviews, industry segmentation and basically it is my belief that no one in the company reads any of our work. In fact, some […]

2010 New Year’s Resolutions for Marketing Professionals

Since the best way to kick off a New Year is with resolutions, here are my thoughts to help focus your company’s marketing strategy and activities, as well as some personal ideas for growth:

1. Lose Weight – Shed those “traditional check box” PR marketing activities and focus on those that bring results. In this […]

Dr. Mark, No one pays attention when I present, how do I get them to listen?

Dr. Mark, I am a product marketing professional. I work hard on my powerpoint slides, regularly adding lots of graphics and using lots of animation options. But yet no one pays attention to the content or what I have to say? I could really use some advice.

Thanks, Frus Traited

Thanks for your e-mail Frus. […]