HireVue’s Challenge HireVue was emerging as a dominant player in the video-based recruiting market, but sought new sources of growth. They identified sales training and coaching as a possible new application, but had never before sold into sales. Click here to download our case study eBook. My Solution I was retained by HireVue as a […]
Caliper’s Challenge Caliper’s growth had stagnated. Despite having broad capabilities, 80% of their revenue came from one product, which was aging in the market. Caliper lacked product management, and there was very little to help the sales team introduce new capabilities to clients. There was no consistency. Click here to download our case study eBook. […]
SPI’s Challenge SPI’s flagship program, Solution Selling® came under attack in the Harvard Business Review causing a catastrophic impact to the business. After 30 years, SPI’s founder wanted to retire but wanted to recover some lost value by creating a growth story. Click here to download our case study eBook. My Solution I was retained as acting-CMO […]
At this point in the year, I’m sure you’re considering several activities to support your marketing and demand generation activities for next year. Tradeshows are tricky because they can be expensive and time-consuming to execute, but they also give you an opportunity to meet clients and prospects and get smart on new developments in the […]
I’ve spent the past fifteen years working in companies that sell solutions to improve human capital and sales performance, and now I work as a marketing consultant for numerous companies in the industry. I’ve interviewed hundreds of buyers and I’ve studied how organizations prioritize needs, source providers, and make buying decisions. Through my own experience […]
