Digital Knowledge: Because Your Business Deserves Its Own Superhero Squad

  Be-do-have is a philosophy I was reminded about ahead spring break this year. I first learned about it in Napoleon Hill’s “Think and Grow Rich”, later codified by Stephen Covey. After I was reminded about be-do-have, I wondered “How can I teach this to my 6-year-old?” Note: I’ve introduced my older son to Napoleon Hill and releasing his faculty of imagination. Lo and behold I was reading a book titled “Harold and the purple crayon”, and I realized it is a great example of how to live a be-do-have philosophy. I am encouraging you to start off your spring season taking a look at the simple story about a little boy and his purple crayon, who knew what he wanted to be, did the things he needed to do, so he could have the life and the experience that he wanted. Find your purple crayon and set-off on a be-do-have journey. Reference:  Harold and the Purple Crayon (Harold, #1) by Crockett Johnson | Goodreads

  Stop Selling and Start Listening Prospects will tell you when they are ready to buy. They are ready to buy when they’ve realized value with your technology. Realizing value with your technology happens when prospects spend time with your technology. Spending time with your technology starts by them getting to test drive your technology. Knowing what a prospect is doing with your technology and for how long are indicators they are going to buy. You access these indicators as results-based reports about technology test drives.    I'm sharing experiences from over 20 years of traditional and product-led Go-To-Market (GTM) sales cycle success. I may be wrong, but traditional GTM calls for distinct functions and systems. With distinct functions, we have distinct  disconnected  customer experiences.  Traditional GTM sales cycles start with engineers releasing a well-documented product to direct and channel marketing functions. Marketing creates keen stories around buyer personas to dev