Jose Palomino

My kids are long past the days of elementary school birthday parties. After the cake, the sugar highs, the un-wrappings, and the whole shebang, I would receive a nice “thank you” card. Of course, in those days, the card was written by the parents, but the thought was still there. Read More »


Old Spice and Marketing To Your Audience

Look at your company – now back at me – now back at your company – now back at me. I have some advice you need to hear about markets. Read More »


How Siri Can Be This Bad and No One Talks About It

Driving around, once more motivated by images of Martin Scorsese in the back of a New York City taxi cab changing plans, directions, and calendars all at a whim with verbal commands, I try to call home using my wife’s name. She’s had the same contact in every generation of iPhone that I’ve ever owned for the past 5+ years, and yet Siri still connects me to someone different each time I try and call her (and a different, different person each time at that.) Read More »


Who would have thought a talking racoon & tree duo, a green assassin, a pro-wrestler, and Andy Dwyer of Parks & Rec would be Marvel’s Blockbuster of the Summer?

Guardians of the Galaxy premieres tomorrow, and die-hard Marvel fans are gearing up for the next wave of films. But, let’s face it: who knew about Guardians of the Galaxy before this movie was announced? It’s an obscure comic. There’s a talking raccoon in it for starters. So, that’s weird. The tree-man who is confined to the simple phrase, “I am Groot,” doesn’t help matters either.

Marvel still expects to make bank for it though. At the time of this posting, the company has greenlit and dated not one, but two sequels – a rather obvious show of faith. They have every right to be cocky as well; their previous films have been the summer blockbusters to beat. Iron Man brought in $409 million, while The Avengers remains the heavyweight champion, raking in $623 million.

Theorists and cynics alike claim the end of the superhero genre is nigh – then why does Marvel feel so comfortable releasing the film featuring Rocket Raccoon, Star-Lord, Groot, and Gamora? It seems like a rather risky choice. Read More »


Why Your Reps Aren’t Closing

July 25, 2014

A Sales Leadership Interview with Theresa Kelso – Terry and I talked a bit about forecasting – and why reps all too often fail to close deals. The sorry fact is that deals slip through the cracks despite everyone’s best intentions and forecasting efforts – but why is that? We started talking about how even the “most likely” forecasted deals don’t close on time (or at all) because reps aren’t able to interpret the real deal indicators that are at the heart of forecasted opportunities.

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What’s Really Driving Your Customer to Buy?

July 17, 2014

Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s important to note that the deal drivers are very different than requirements; these are the desires of either the company or the specific buyer with which you are dealing.

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Explaining the ROI of Your Offering

July 11, 2014

You are always going to have to prove your offering’s value to the customer in a dollar amount. It’s not enough to explain your mission and match your value propositions – your customer needs to know that your offering is worth their investment. William F. Kendy, writer for Selling Power magazine, says that, “One of the biggest obstacles to many a sale is the price objection. Yes, it’s true, even with podcasts, hybrid cars and 500 cable channels, some things never change.”

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The TCO (Total Cost of Ownership) Conversation

July 7, 2014

Rex was a seasoned IT manager. He worked for several New York based international banks over the ten years before I met him. Sandy and I were the sales team (I was her supporting systems analyst) for a mainframe computing company. We called on Rex and were stunned when he said that his bank had decided to move to a different technology – and, by the way, he hated our company and its products. Not my best day in sales.

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