Al Morgan

Applying the principle of Fast Fail to the sales process

Al Morgan, Director of Solution Marketing

bullseyeEveryone wants a full pipeline. A full pipeline means more opportunities, and all things being equal, more closed business. But – are all things equal? Is your pipeline stuffed with wheat or chaff? From a marketers point of view, we need to do everything we can to help sales winnow the chaff quickly, consistently and positively.

Fast Fail is an approach widely applied in software development. This concept is described in the article, Fast failure: The secret to fostering more IT innovation than your competitors. The author explains, “Without failure there can be no innovation, learning, or transitioning in an organization, and the organization that never fails often stagnates and becomes irrelevant. What’s difficult is learning to accept failure, and encouraging that behavior throughout your organization.”

Saturn’s Rings: The Evolution of IoT

saturnAl Morgan, Director, Solution Marketing at Porter Consulting

Last week I had the opportunity to visit the Red Hat Summit. At first, listening to the Tuesday afternoon general session, I felt a bit dejected. On the one hand, I love what Intel and vendors like Dell and HPE, and the open source community, have done to move us toward the software-defined datacenter and the end of expensive, proprietary, switching and storage. At the same time, I was wondering what would come next to make enterprise marketing fun again.

12 best practices for creating and growing profitable business alliances

Al Morgan, Director, Solution Marketing at Porter Consulting

puzzleBusiness Alliance: An agreement between two firms to align resources and combine offerings to improve customer satisfaction and extend market reach.

Business alliances extend the value you can bring to customers. Choosing the right partner and effectively nurturing the alliance through the early days will pay back in happy customers, market share and profit.

How to hold an event that drives business

eventAl Morgan, Director, Solution Marketing at Porter Consulting

Many of our clients hold events in order to present useful technology solutions to new prospects or stay in touch with current clients. Successful events bring together the right people at the right stage in order to advance a sale or open a new door.

But holding a poorly planned and executed event actually can do you more harm than good—and can waste time and money. You are better off not holding an event than having one where the attendees have little in common and are not actively considering options.

Willpower and its Role in the Sales Conversation

Al Morgan, Director, Solution Marketing at Porter Consulting

willpower
I recently came across an interesting article on willpower in the context of achieving sales results. In the article, Peter Venneby states “So much of our performance in our jobs and in our roles in life will ultimately be tied to our strength of will.” He goes on to describe ways to accumulate willpower, “Willpower is best viewed as a muscle…it can get stronger over time, and it can become depleted.”

Tapping into “What’s in it for me?”

Al Morgan, Director of Solution Marketing, Porter Consulting

chalkboardPurchasing is always a risk, and therefore emotional. I read an insightful article about how emotion—not logic—drives purchasing decisions. The article cites a report with the following quote: “There is a lot of research across disciplines showing that human beings aren’t as logical as we’d like to think,” said Anjali Lai, analyst at Forrester Research, Cambridge, MA. “We see ourselves as rational decision makers, but that’s only because we’re not even conscious of how emotion is driving our behavior.” According to the article, “Tapping into these emotions can allow brands to create more positive experiences, and leveraging them can form lasting relationships.”

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