passive or active voice
Grammar Tips

Prompt Grammar Tip: Active or Passive?

Writing in an active voice rather than a passive voice is actually a choice, not a strict grammatical rule. But if you’ve ever worked as a journalist or short-form writer, or undergone fast-track media training, you could easily get the impression that passive is simply bad form. In its most basic sense, an active voice focuses on a subject performing an

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Analyst Relations
Analyst Relations

Lack of transparency is damaging your Analyst Relations program

Do you have an Analyst Relations program to engage with industry analysts? Industry analysts, such as Gartner, Forrester, 451 Research and dozens of other firms, are influencers that can’t be overlooked by B2B technology companies. They play a key role to help end users – who could be spending tens, thousands, or millions of dollars – to navigate complex solutions, evaluate

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competitive intelligence
Competitive Intelligence

The no-brainer of competitive intelligence to win sales (your own team)

I was once talking with a VP of Sales about their quarter, and they shook their head and said: “We were surprised to lose a deal to that competitor.” Yes, sometimes you can lose deals in unexpected ways and to unforeseen competitors. But in many cases, it’s a poor excuse to be “surprised” by competitors. It’s the result of one

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Feeling fed up with business
Business in COVID-19

Feeling fed up with your business?

– There’s something nearby that can help A quick caveat: I know I’m lucky. I’m safe at home, don’t work on the front line, and my family is healthy. I’ve worked for myself since 2003 and can work from anywhere. I’m thankful for these things and for the selfless individuals who keep us safe. But I admit five weeks (to

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Sales

How’s your sales mindset?

In a previous post, I wrote about how it’s not business as usual, but it’s crucial to take action to bring money into your business, i.e., spend time on sales. Over years of working in outbound sales, I’ve seen a lot of with entrepreneurs and business owners with negative thoughts about sales. Sometimes people put sales on too high of

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