I work for PGi.  We are a technology company and we sell two primary software prodcuts – GlobalMeet and iMeet.  The way we sell our products, is to show our products.  To do demos.

But, in this day and age, customers are much less likely to sit through a full demo with a sales rep.  Most want to evaluate our products on their terms.  When it’s convenient for them.

Studies have shown that customers are about 70% of the way through the purchase process before they even engage with a sales rep.  What are they doing during that time?  They are online.  Looking at our website.  Reading reviews.  Doing research.

So, we know it’s important to build content that lets a customer demo the product on his or her own time.  The only problem is that these demos can be really boring.  Most are just a slow walkthrough of the user experience with a monotone voiceover.  They don’t exactly get you excited to buy the product. Read More


Today I celebrate my 1 year anniversary at PGi. That went by pretty fast.  I guess time flies when you’re having fun.

Many of you who have read my previous blogs know that I was at AutoTrader.com from 2007-2012. I had a great run there and I personally feel a lot of pride in the b2b team I helped build and the impact we made across the organization. But, after five years in the same role I was getting antsy. I was looking for the next big challenge.

I’m sure many of you can relate to what I’m saying. Studies have shown that about 30% of people leave their jobs because they are ready for new challenges and opportunities. Sometimes, to get what you want, you have to leave. And it’s not an easy thing to do, especially when you work for a good company and you’re in a good situation.

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The Quick-Win Strategy

I’m coming up on my 1-year anniversary with PGi.  Time flies when you’re having fun.

Looking back at the year, I think I have accomplished a lot. We launched a new corporate website (www.pgi.com) and made some significant improvements to our online marketing program. Our metrics are improving on a weekly basis. Most importantly, I brought on some great new team members who are going to help get us to where we want to be.

Taking an inventory of work done throughout the year really forces you to look back and evaluate the choices you’ve made on what to do and where to focus your time and resources.

I have to admit, I’m still frustrated that I didn’t get more done. I just see so many opportunities to do more and to get better.

But, in other ways, I’m happy that I didn’t try to take on too much too soon. As I always tell my team, “I know you can do anything, but you can’t do everything”. Read More

I have two daughters, ages 5 and 2. It’s really great being a Dad. Tiring, but great.

I look at my single friends who are able to go out any night they want; who never get woken up in the middle of the night; who can just pick up and go anywhere on a moment’s notice. And I think, wow, what the heck did I get myself into? But, then my daughter will look at me and say, “I love you daddy,” and I realize that all the sacrifices I make for my kids are totally worth it.

Daddy's Girls

Daddy’s Girls

Also, I’ve found there’s an unintended benefit of having kids. It has actually taught me a lot about marketing. Not in the conventional “4 Ps” sense. But the longer I’ve been a Dad, the more lessons I’ve learned that I can apply to my job. Here are just a few examples: Read More

Good post from David Cummings on how to consitently write a blog. He does a new post every single day. I like the suggestion about “time boxing”. That’s something I need to do a better job at. My blogs usually take about 2 hours of writing and editing time.

David Cummings on Startups

One of the more popular questions I get is “How do you write a blog post everyday?” I think the “why” question is more interesting, but the “how” comes up more often. Here’s my routine:

  • Keep a list of possible topics on my iPhone (I usually add 1-2 topics per day)
  • Major news or announcements immediately become top priority (like Salesforce.com buying ExactTarget/Pardot)
  • Review the list of potential topics and take the one that is most interesting (weekends are toughest since professional conversations are where most of my ideas come from)
  • Time box the writing of the post to 25 minutes — crank it all out and let it marinate a bit
  • If traveling, write a few posts in advance, otherwise write each post on the day it’s published
  • Find a rhythm and stick to it (my original goal was to write one post a week and I found…

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