From the category archives:

Professional Confessional

Professional Confessional: Getting Organized

Lately I’ve been a little disorganized. No – that’s an understatement. I’ve been an utterly chaotic tornado of inefficiency.

Today I almost went to lunch instead of leading a 12:15 web demonstration. My task list in Salesforce.com is 98% red, meaning OVERDUE, some of them months old.

Read the full article →

The Professional Confessional: When is a sale lost?

Lately I’ve been hitting some snags in my sales cycle. Without a doubt, my strength lies in the early stages of the sale. As the Marketing Manager for the past two years, I’ve been crafting our messaging, so I know it inside and out and can generate interest very quickly and lock in meetings. However, I’m having trouble closing.

Read the full article →

The Professional Confessional: DIY or Die – Follow Up

Last week’s Pro/Con column had me left in the lurch by several colleagues and struggling to complete a lengthy RFP on my own. The shit continued to hit the fan, proving to be one of my largest f-ups to date, so I offer this follow-up.

My assessment that only self-reliance would equal success needs serious re-evaluation. I attempted to complete the RFP with just about a week remaining leading up to the due date…

Read the full article →

The Professional Confessional: DIY or Die

I’m actually stunned to admit being guilty of this; usually I’m a pretty Do-it-Yourself (DIY) guy. In my current position, 99% of the time I take the position of “If you want something done right, you’ve got to Do It Yourself!” It’s that other 1% that really screwed me this time.

Read the full article →

The Professional Confessional: Anatomy of a Sale

I’m happy to say, I closed my first new account of 2009! Since I’m in a good mood, I thought I’d mix it up a bit this week and analyze the pros and cons of the sales cycle for this win.

Some key stats:
-Relative value: 60% of my Monthly Quota
-Turnaround time from lead to close: 23 days (16 business days)
-Number of formal meetings: 1 online, 1 onsite

Read the full article →

The Professional Confessional: Talk to Your Team BEFORE Launching Email Campaigns

It all began, as most things do, with good intentions. I was browsing one of our channel partners’ websites where our applications are listed, and stumbled upon a page announcing “The Best Apps of 2008.” This was perfect! Not only would this engage our base, it would increase our viability and outreach to prospects as well. So I drafted my mass email, polite and humble, thanking our customers for

Read the full article →

The Professional Confessional: Getting Ahead of Yourself

Every Tuesday Mike offers up the biggest mistakes, oversights, blunders and bonehead moves he commits in the fast-paced world of software-as-a-service, where he’s a Marketing Manager moonlighting as a Sales Account Executive… “This is extremely embarrassing, and unfortunately completely true. However, in the spirit of this column, I must come clean. Last Friday, I stayed at work beyond 5 PM to help…”

Read the full article →

The Professional Confessional: Confessions of a Marketer Moonlighting as a Sales Rep

Each week Mike offers up the biggest mistakes, oversights, blunders and bonehead moves he commits in the fast-paced world of software-as-a-service, where he’s a Marketing Manager moonlighting as a Sales Account Executive (at the same company.) Perhaps, in the process, we may learn a thing or two…

Read the full article →

Professional Confessional