Own the Moment

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Own the MomentAdvertising, Marketing, Trends

by Rusty Williams on 2 August, 2013 with 2 comments
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A man dressed in an air-tight suit peers out at the earth spinning 21 miles below.  He pops open the door and steps on the ledge.  He leans forward holding on to the rails momentarily as he looks down and then raises his hands to his side like a cliff diver and falls head first …

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Powers of Ten

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Powers of TenMarketing, Startups

by Rusty Williams on 20 May, 2013 with 0 comments
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I had the pleasure attending the MassTLC CXO forum last week which featured Geoffrey Moore, Michael Skok of Matrix Partners, Alan Ory of Acme Packet, and Susan Hunt Stevens of Practically Green.  Geoffrey Moore provided a update on how the theories he presented in his 1993 book Crossing the Chasm have withstood the test of …

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Helping Decision Makers Make Decisions

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Helping Decision Makers Make DecisionsMarketing, Sales Management

by Rusty Williams on 9 May, 2013 with 0 comments
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As a sales rep your job is to get an purchase agreement signed.  And then another.  And another.   At the same time you need to be sensitive to the timeline and pressures faced by buyers to make the right decision.  You want to reach an agreement that the buyer feels good about and creates a …

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Bull

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BullHuman Nature, Marketing

by Rusty Williams on 2 April, 2013 with 0 comments
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It’s not in my LinkedIn profile, but the first job I ever had was working on a farm.  You might imagine a me in a straw hat and overalls picking vegetables but that’s not the case; our “crop” was animals.  It was a Black Angus farm.  The center of attention was the pure-bred, prize winning bull …

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Positive Negative Churn

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Positive Negative ChurnMarketing, Sales Management

by Rusty Williams on 8 March, 2013 with 0 comments
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-2 x -2 = 4. A negative number times a negative number is a positive number. We all learned that in math. It’s an important rule to keep in mind when you’re managing a SaaS business. Here’s why. I recently discovered the wealth of resources for SaaS businesses compiled by David Skok on ForEntrepreneurs.com.   One …

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Funnel of Sokolove

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Funnel of SokoloveMarketing

by Rusty Williams on 24 February, 2013 with 0 comments
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James Sokolove is a successful trial lawyer.  Right?  Wrong.  He’s a marketing expert that generated 950,000 in-bound calls and 12,000 new cases last year.  He distributes these leads to firms described as “affiliates”  and accounted for more than $700 million in billings last year.  He doesn’t try cases; his Wellesley Massachusetts-based firm is a highly specialized …

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Self-Served, Configured or Customized?

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Self-Served, Configured or Customized?Marketing, Startups

by Rusty Williams on 8 February, 2013 with 1 comments
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On Route 128 just outside of Boston there’s big neon sign for a company called “You Do It” Electronics. It’s always struck me as an odd name.  It’s sort of like saying “What are you looking at me for?  You do it!”  It’s scary to imagine a bunch of self-taught electricians splicing together wires. The …

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Scarcity and Love

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Scarcity and LoveHuman Nature, Marketing, Sales Management

by Rusty Williams on 7 February, 2013 with 0 comments
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Will you marry me?  With an outstretched arm the man slowly opens a box and the woman’s mouth drops open and tears fill her eyes.  Inside the little box is a ring with a clear rock glistening in a the evening light.  The rock, of course, is a diamond.  In our society it’s by far …

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Complimentary Complementary Marketing

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Complimentary Complementary MarketingMarketing, Trendspotting, Video

by Rusty Williams on 2 February, 2013 with 0 comments
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Jeremiah Owyang is an analyst for Altimeter Group.  He’s regarded as one of the leading authorities on social media – and deservedly so.  He’s followed the space closely since he began with Forrester Research and then spun off with Charlene Li to start Altimeter in San Francisco. So it wasn’t unusual to start my morning …

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