Igniting the Revolution...

Change the way that Microsoft does Marketing...or Get Fired Tryin'

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  • Blog Post: Partner Marketing Excellence or How to Get Your Customers Excited...

    Are you an expert? You'd better be. Otherwise, why would people pay for your services? And how do people know that you are an expert? Well, you tell them, of course. But not straight out...by demonstrating in a non-intrusive, permission based way, that you know what the hell you are talking about. And...
  • Blog Post: Do You Read Your Customers' Blogs?

    If you are a service provider, you should. Angie Robar of Extra Mile Marketing does and she comments as well. A little background, first... There's a mentality among Microsoft employees in the "field" (read: outside of Seattle) that the folks "in Redmond" are somewhat divorced from the reality of the...
  • Blog Post: Giving Your Fans a Megaphone...

    Enabling Technologies and Ellie Vollerthum have taken the The "Raving Fan" Strategy... and made it their own. What's the Raving Fan? It's about flipping your event from a 1-way broadcast of you talking AT your event attendees to creating a conversation AMONG your customers. She writes: Hi Jeremy, Our...
  • Blog Post: Being Lazy and Sharpening the Saw...

    I hosted a webcast on Smarter Event Placment this morning for 25 people. It was an opportunity for me to shine and I blew it. Why? Because, for a moment, I got lazy. I have two PC's (well, I have more, but let's focus on the 2 I use for my work). One of them has Map Point 2006 [required for my...
  • Blog Post: He's got 300,000 customers. How many do you have? 5 Questions with Will Knight...

    Today, we are talking with Will Knight, Director of Mid-Market Marketing, based in Redmond. Continuing our series of interviews (see here , here , and here ) Will is responsible for marketing to 300,000 customers ranging from 50-2000 employees across the United States. He has been doing this for 4 years...
  • Blog Post: Making Lemonade...

    Sometimes, no commentary is needed... From John at Solutions Developers My company has done sixteen Microsoft events in the past sixteen months. We had a pretty good track record until yesterday; nobody showed up. We were packing up and a person arrived twenty-five minutes late. My first remark, “Let...
  • Blog Post: Salespeople and barriers...

    Blog reader John sends in the following: Sales people hit barriers all the time -- a quick little newsletter to help
  • Blog Post: The Truth about Salespeople...

    For those of you who loved "A Few Good Men" with Jack Nicholson and Tom Cruise...and who are salespeople. Sent in by a consummate salesman... Sales: "You want answers? Finance: "I think we're entitled to them." Sales: "You want answers? Finance (YELLING): "I want the truth!" Sales (YELLING): "You can...
  • Blog Post: Details matter...

    My wife is a big fan of Shoppers Food Warehouse . Standing in the checkout line, I peered behind me at the empty register slot. A how-to guide for efficient, speedy checkout. To me, this says that the store is focused on the right thing...at the right time. It's not about upsells at the last minute....
  • Blog Post: Pre-Event PR

    The Moneyball event at RFK is tomorrow (pray for no rain), but the PR machine is underway ! I love seeing partners get out in front of it. We're not going to split hairs, since I gave Dave the idea after I read the book ( Book Review: Moneyball ) and we'll let the partner take all of the glory...and...
  • Blog Post: Customer Blitz Day....

    So I spent the day doing what I ask partners to do all the time....calling up customers and asking them to attend an event (and buy software). I had a slight advantage perhaps in saying I am an MS employee, but other than that they were just as cold. Most of them were small, some really small, businesses...
  • Blog Post: The Customer Experience...

    The average American has over 3000 customer experiences daily . And Joey Coleman of Design Symphony understands what it takes to make a customer feel good about you. In an era where "everyone competes on speed (thanks to ups, fedex) and price (china, walmart)," customers look at you through the lens...
  • Blog Post: Punctuality vs. Tardiness...

    There are people who are always on time and there are people who are always late. And yes, there are some in the middle, but most gravitate towards one side. Time is everyone's most valuable commodity and in the division between punctual and tardy people, the punctual people lose out...in most cases...
  • Blog Post: Subliminal Advertising...

    This is really something...understanding (or not) what influences your thinking.
  • Blog Post: Top 10 Reasons to Close Business...

    One of the things that differentiates you as a partner is the value you bring to customers by the nature of your close relationship with Microsoft. Attached (pdf file) is a list of GREAT reasons why customers should buy software now. Be the trusted advisor...help your customers save money.
  • Blog Post: Participation...Part 2

    Some may have thought I was a bit harsh after the last partner marketing call , but our awesome partners didn't (see the comments on the post ). What a GREAT response and some great conversation! They took Seth Godin's advice on meetings to heart (we had a “what do you think” type… J ) Joan from...
  • Blog Post: The Search Wars...

    Ok, I admit it. I use Google for my web searches. I've tried to be a good corporate citizen and use www.live.com (and sometimes I still do). but let's be honest, I don't get the results I want. It's frustrating, particularly as an MS employee. Though it is popular to say that Microsoft is finished (or...
  • Blog Post: New Windows Server Offer

    If a customer is considering a purchase of new Windows Server licenses, they can receive a rebate from Microsoft in the form of partner subsidy dollars. $400 for each copy of Windows Enterprise, $120 for standard. Made out in a check to the partner . Check out: http://www.microsoftincentives.com/winserverpromo...
  • Blog Post: Connecting to Your Webinar Audience...

    Sitting in on a really good webcast now about Presenter Excellence . While we don't advise using this as an opportunity creation vehicle, it is a great tool to nurture/cultivate your relationships. I don't love all of the slides (some are a bit text heavy- you know how I feel re:PowerPoint ), but overall...
  • Blog Post: Microsoft's "Cool Hand Luke" Problem...

    Anyone who has seen Paul Newman in Cool Hand Luke , can recite the movie's key tagline. You're probably thinking it right now... "What we've got here is failure to communicate." A few years back, Microsoft's mission was simple...." A PC on every desk and in every home ." For all intents and...
  • Blog Post: Top 10 Movies to Watch If You Are in Sales...

    http://www.squidoo.com/salesmovies
  • Blog Post: Integration...

    Spoke with 2 customers at Synergy last week and, would you believe it, their key concern is 'synergy' aka Integration? Bottom line: when you get out there selling Microsoft solutions, you've got to focus on how these products work together and complement each other. Educate the customers and they WILL...
  • Blog Post: Partners needed...and business opportunity?

    Ellen Jennings of BEI Networks writes in. She needs some help: One of our clients has the following need: We need to hire a consultant or support person on an hourly basis to help us develop and run workshops delivered as Microsoft "Live Meeting" webinars. The background: We are engaged in a program...
  • Blog Post: EZPass...

    It's no secret that I love efficiency. That should surprise no one that knows me. What may surprise them, however, is long it took me to get an EZPass . Last month when I took the kids to Sesame Place, we forgot to borrow the EZ Pass (my mom has one). Since our commutes don't require it, we'd never been...
  • Blog Post: PowerPoint...Good or Evil?

    There are those out there who are convinced that PowerPoint has "dumbed down" corporate America and has become an insulting process where presenters read their slides to the audience. On one side, you've got Edward Tufte who HATES PowerPoint. He goes so far as to suggest that a poorly done PPT presentation...
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