The One Thing Your VP of Marketing Needs To Give Your VP of Sales

You may or may not be aware of The Curse of Knowledge (TCOK).

Simply put, it’s a cognitive bias that causes those in the know to struggle to explain things to those who aren’t so in the know.

Knowledge of a particular field of business is obviously a strong and hard-earned blessing, but when that knowledge reaches an apex where it starts to hinder an organization’s internal communications, it’s time for a re-think.…

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What it’s like working for Fliptop

I will never forget my first day at Fliptop. I walked into work and my VP of Sales, Tom Lee, and our French Designer (as she likes to call herself), Claire were in a heated ping pong match. Next thing I know I am at the table playing against Tom. Let’s just say my years of playing tennis did not help that first day.…

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What Every VP of Marketing Should Be Getting From Sales

This is a follow up to our previous post, What Every VP of Sales Should Be Getting From Marketing.

The  progress of any organization lies in the free flow of information and in the agreement of priorities. You can throw up a hundred quotes about leadership and the the tantalizing ingredients of success, but it all boils down to this.…

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How To Have More Productive Sales & Marketing Meetings


Anyone who’s spent some time in an office will know that meetings are a double-edged sword……

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Moving on Up! New Offices for Fliptop

I had my first anniversary this week at Fliptop. Okay, so its only been a month, but who says you can’t celebrate a month of (customer) success and big milestones?

The last 4 weeks has been chock full of product meetings, developing new content and resources, documenting and streamlining processes, meeting with clients, AND moving.  Yes, that’s right, I said moving.…

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Sales and Marketing Events to Attend in H2 2014


With 2014 officially halfway through, it’s time to make sure you don’t miss out on tickets for these remaining brilliant marketing events around the world. Attending these events  in person is an amazing opportunity to meet other marketers and learn the latest in B2B marketing. Which will you be making an appearance at?

Salesforce1 World Tour
When: July 14
Where: Anaheim Marriott, Boston
What: See how you can connect your apps, devices, and customer data, all with one powerful Customer Platform designed for the new hyper-connected world of customers.…

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Sales Confessions: I Don’t Pay Attention to Lead Score


In order to build lead scoring, typically a marketing team will work for months to devise a scoring system.

Marketing spends $$ on Marketo or Eloqua.  They watch videos, attend office hours, and scour online communities looking for best practices to learn where to start.  They even engage SiriusDecisions or consultants like Pedowitz Group to implement the best solution possible.…

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What Every VP of Sales Should Be Getting From Marketing

You don’t have to search the cop show archives for long before you find the line, “I know my rights”. They’re words that can mean both defeat and defiance, but either way it means that someone’s in trouble and they’re going to have to work their way out of it.…

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Book Review: Practical Data Science with R


I am not a trained data scientist. I am a software engineer who happens to be interested in data science. Thus I am going to write up this review from that perspective.

A lot of people may tell you along the way that if you are a software engineer, you are half way there to be a data scientist, like the graph below shows:


If you are an engineer, all you are supposed to do is to equip yourself with “math & statistics knowledge”.

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I’ve Built Lead Scoring But No One Looks At It

It’s a familiar feeling. You would have thought that B2B marketing teams would be grateful for access to easy metrics and readily available information in one place. You would have thought that sales teams would fall over themselves for a pre-approved system for prioritizing their work. But after all the diligent lengths you’ve gone to, you’re left wondering: why do I bother?…

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