Lisa Nirell's Marketing Waves Blog
Latest "Uncategorized" Posts

A Smarter Way to Set 2012 B2B Sales Targets

If you lead a B2B sales or partner organization, you know the drill. Your 2012 sales plan is about to be unveiled. Here’s how things typically happen: You work hard all year, and at the upcoming kickoff meeting, someone hands you your new quota, at which point you are supposed to smile and accept it. Sadly, you seldom have any input in forming that new quota or plan.

There is a better way. And I found it through growth advisor Mark Faust.

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Your vote counts – RainToday Reader’s Poll

I have a favor to ask you today. I was recently interviewed by RainToday, a publication that reaches over 280,000 professional services and technology readers worldwide. My article and podcast is a finalist for “best article” in their Facebook Reader’s Choice Award. Would you mind taking 2 minutes to vote for the best one (perhaps […]

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Is Inertia Winning Over Innovation?

Inline-inertia-parasail

My friend Sasha has been facing some tough personal and financial challenges, and has threatened many times to close her business. After years watching my business advice fall on deaf ears due to her indecisiveness and inertia, I finally stopped giving it.

We recently surveyed our B2B community, and inertia was a recurring theme. 

I'm not naive. Credit is tight, buyers are slow to make purchasing decisions, and global economic malaise hampers innovation. When it comes to investing in growth, today's volatile economy clearly makes many of us risk averse.

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I just enjoyed another interview with Arkadi Kuhlmann, CEO and Chairman of ING Direct. His company mantra is "We are going to lead people back to savings." What is your company's driving message? Stay tuned for my latest comments on the Voice of the Customer Conference this week. Arkadi has clearly set the tone and […]

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Enjoying my week in Hilton Head, S.C. with Alan Weiss and friends!

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Last month, the Australian Chief Justice Wayne Martin castigated the legal profession for their continued "hours for dollars" billing practice. In a recent of hourly billing provides unfair representation of their value. Although Alan Weiss (my mentor and author of "Million Dollar Consulting") derided this model more than a decade ago, and I refuse to […]

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I may be getting cranky because it's 10:14 pm here in Oregon. But indulge me for a moment. I just received an 847-word email from a consultant based in the Pacific Northwest. Her "strategic offerings" include QuickBooks training, strategic planning consulting, and hosting book club meetings. If you find yourself providing a random swath of […]

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The Secret Weapon for B2B Market Research

I just discovered a new website and want to share it with you. If you and your teams are in the midst of launching new services or products, this site will save you loads of analysis time. Have you seen Wolfram Alpha yet? This tool may just be a category killer against Bing and Google. […]

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GE CEO Jack Welch once said, "Insecure managers create complexity." In today's crazy-busy world, how much additional complexity are you piling onto your employees and clients? Model simplicity, confidence, and security. Speak simply and carry a big message.

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Just launched some research on how innovative B2B companies are THRIVING in today's competitive, price-sensitive travel industry. Here is a sneak peek: https://www.energizegrowth.com/audio/Rearden_Commerce_Bev_Heinritz.mp3

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