John Bouy

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The Game Plan for Successful Prospecting

Prospecting is hard. I can't find anyone who disagrees with that statement. Even people who are good at it freely admit that it is challenging. And …

Entrepreneurship

The Art of Crafting a 15-Word Strategy Statement

In the January issue of HBR, Roger Martin sets out some rules for avoiding common mistakes in strategy making. As he writes in “The Big Lie of Strategic Planning“, the first rule is “keep the strategy statement simple.” Rather than a long, often vague document, the company’s strategy should …

Brands Aren’t Dead, But Traditional Branding Tools Are Dying

Back in the days when the internet was young, many believed that as it grew brands would become a thing of the past. Leading information economy thinkers propagated this view, including Carl Shapiro and Hal R. Varian, who published the highly influential book, <i>Information Rules,</i> in 1999 (Varian is …

Eight Essential Questions for Every Corporate Innovator

One of the first, and most lasting, pieces of career advice I received came from Linda Bush, my first project manager when I was a wee pup working at McKinsey & Company. “Ask a lot of questions,” Linda advised me. “You might think you are being annoying, but it’s the only way you learn. And trust …

How uSamp Increased Meetings Booked by 3.5x Per Sales Rep in 30 Days

What’s your cost per lead? How accurately can you predict revenue from increased meetings booked each month? - Introducing uSamp.

The Top 7 Online Marketing Trends That Will Dominate 2014

The Internet has drastically altered the way in which information is shared, and has had a profound impact on marketing. Over the past few years, there has been more of a shift toward inbound techniques, while many outbound tactics have become antiquated. More businesses are finding success …

Ten Apps To Help You Sell Better This Year And Beyond

Earlier this year, I offered 10 top picks for some simple apps to make your business more productive in 2013. Today, I want to focus on some apps (both new and existing) designed to help you and your sales team sell better, from meeting management software to marketing automation platforms to …

The Data Dilemma: Finding Meaning in the Modern-Day Sales Industry

The profession of sales has evolved greatly since the door-to-door days of Willy Loman. With the internet, email and Big Data, technology has facilitated communication and provided access to data in ways that were unimaginable 50 years prior.<p>But these days, is it possible to have too much of a good …

Big Data