technology marketing, sales, change management and everything else

Ben Bradley

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Top Stories by Ben Bradley

Macon Raine, Inc. is seeking an organized and energetic intern with a passion for public relations, marketing and social media. This internship position will be involved in the firm’s corporate accounts, including professional services, technology, higher ed, banking, research and more. Desired Skills and Experience You should learn quickly and know how to multi-task. You should have strong writing skills. You should work well in an unstructured environment. You need to be hungry for knowledge about our clients and their industries. You need to understand how the news cycle operates, and shape news stories with the goal of connecting clients with target audiences. You aren’t scared to speak up, bring fresh ideas to the table, and offer new ways of doing things. We work hard, fast and like to have fun; you should too. For more information, please send a resume and a co... (more)

How to Cannibalize Your Own Products Without Getting Eaten Alive

The scenario is fairly typical. You launch your SaaS application for $14.99 per month. A few months later, a competitor launches a competing service for $10 per month. How do you respond with a competitive offer without cannibalizing your existing customers? We asked three software executives for their thoughts on the topic and have summarized their responses below: Paddy Srinivasan, CEO, Opstera (www.opstera.com) In the above scenario, you are introducing a new tier in the Free->Premium continuum. The inherent risk is that existing customers might want to downgrade to the new le... (more)

What makes you findable?

Alex Machinis at SpatialPoint.com is pretty vocal on the ideal of findability. SpatialPoint makes mapping and store locators for high volume websites. He helps companies improve their findability using maps. But even more interesting, Alex talks about findability as part of the sales process. Wikipedia defines findability as “the quality of being locatable or navigable.” If you’ve taken a solution selling course, you know Column A is the column in the spreadsheet the buyer uses to compare vendors – Column A is his primary vendor choice. In any selling situation, that’s where you... (more)

Salesforce.com Salary Survey

How Does Your Salary Compare? How does your salary compare to other Salesforce.com users, administrators and developers?  Find out now by completing this survey. https://docs.google.com/a/maconraine.com/spreadsheet/viewform?formkey=dGluU3hNcXJkZS1PWnlybzdfX19LMFE6MQ#gid=0 When you complete the survey, instantly see the results including detailed information by geography, title and years experience. The post Salesforce.com Salary Survey appeared first on Macon Raine. ... (more)

Billing and the Value-Added Paper Cup

In his book Business Agility, Michael Hugos says: "Opportunities to make money by being responsive have exploded. There are far more ways to use responsiveness to attract customers than there are ways to use efficiency and low prices. This is because there are so many different kinds of customers, and each is looking for slightly different mixes of products and services. Constantly changing environments and customer needs enable responsive customers to offer continuously evolving mixes of products and services." This simple quote and this simple concept requires that we rethink wh... (more)