Brian Steel

How Do Digital Cameras and B2B Marketing Automation Tools Drive Similar Behavior?

Think about what the digital camera has done to the average picture taker. In the "old days" of film you had to be selective with the pictures you took as film was expensive and you only had 24-36 pictures at your disposal (unless...

Sorry Mr./Ms. Software Salesperson. “Rank & Score” Is Not a Solution You Offer

You scored 100 three times in a row! So, what exactly does that tell us about you? Well, if the three scores represented golf, bowling, and an IQ test it would mean you are potentially one of the following: Of almost average intelligence and not…

Why Buy a Ferrari if You’re Living on a Dirt Road?

If your dream home is 5 miles from the nearest paved road, what would the true cost be to purchase and get "value" from a Ferrari? Well, if getting "value" from a Ferrari is taking advantage of the handling, acceleration, and car's appearance the...

Target Account Profiling and Pre-qualification: Why Don’t We Just Ask the Questions?

Some weeks come and go without major, or even minor revelations, and some weeks have the those exhilarating and sometimes humbling "A-Ha!" moments in them. Those moments that expose a simple truth & basic solution to a problem that we have created complex, and...

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