A Promised Land
It is not often I get a little sad when a book of 768 pages is nearing its end. Fortunately, I can look forward to reading Volume 2....
From Baker to Digital Nomad
The gig economy, where you have no permanent employment but work from project to project, and the phenomenon of digital nomads, where you also do not have a permanent residence, is snowballing. Here is the story of Dane Benny Holgaard, who runs his business while exploring the world....
Software Product Management Summit 2020
The International Software Product Management Association (ISPMA) is an open non-profit association of experts, companies, and research institutes with the goal to foster software product management excellence across industries....
Reaching the 30,000 connections limit on LinkedIn – now what?
In this article, I answer these three questions: How did I reach 30,000 connections on LinkedIn, why does it make sense to have so many connections, and what will I do now? I reached the 30,000 connections limit on LinkedIn in December 2019, which means that I cannot accept...
How the Value of a Reseller Channel Can Be Counted in Billions
When a customer implemented an ERP solution from Navision, only ten per cent went for licenses. Ninety per cent of the value was created by and remained with the dealers....
The Difference Between Business Development and Sales
Business development, marketing and sales are business processes just like R&D, G&A, manufacturing and logistics....
I Don’t Sell Anything
Selling management consulting is a relationship business. Without bilateral, trusting relationships there will be no engagements. Thus, before we move to the details of a potential consulting engagement, there are some rituals that must be completed....
What I learned from writing over 200 articles on LinkedIn
LinkedIn Publishing is a peripheral supplement to my content marketing activities. It is not the main stage. The marginal cost of reposting material is minimal, and the gain in terms of exposure, SEO recognition (LinkedIn articles are indexed by Google) and engagement justifies the effort. For the time being,...
How will you know if a certain sales approach will work or not?
You will have to continue to test, measure and test because the markets move all the time and what worked well yesterday may not work well tomorrow. The other day I received this question from one of my readers: Do you think that sending old fashioned “snail mail” might...
Going Global on a Shoestring
"How long is a shoestring?" asked Rick Pizzoli when he first heard about the title of my next book. Rick, who runs Sales Force Europe and lives by helping primarily US companies enter the European markets, knows about where the challenges lie....