blog ]

Five Reasons We Overvalue Value!

Value Propositions and elevator pitches live in the rarefied air of marketing speak.  They are almost seen as mystical accomplishments reachable by only the anointed among us.  “But what’s the elevator pitch” we hear time and time again….Give me the 30 second attention grabber, etc, etc. While I agree that Value matters, and actually matters a lot,  I think as sales and

Velocity Marketing Evolution – How to Achieve Extreme Marketing Breakthrough, Pipeline Velocity and ROI

Today’s buyer is information overloaded, bandwidth constrained and fiercely independent.  A recent survey by the Corporate Executive Board reported that 57% of the new B2B sales cycle is DONE before the buyer’s first formal contact to the selected vendor.  Understanding that simple fact requires a radical rethink of go to market strategies and tactics across sales and marketing. 

Cirque Du Soleil and Setting the Stage – Viewpoint Abounds

(Note: Viewpoint is a critical part of my Breakthrough Marketing Framework, to learn more about how it fits with Value and Velocity to create impact and breakthrough, read this post…Ken ) Walking across the Santa Monica pier, my senses rose to an unusually high level.  The misty cool evening woke me up after a dinner with great food, new friends and fine wine.   As we approached the lit