John OhWhy I Focus On Go-To-MarketMuch has been written about the importance of finding product/market fit early on. The concept is very powerful. For me, the simple version…Mar 22, 2017Mar 22, 2017
John OhDirect Sales vs. Indirect SalesFew things are as important as nailing down your sales strategy during a go-to-market (GTM) planning exercise. And, yet, most companies get…Mar 15, 2017Mar 15, 2017
John OhBuild and Amplify Your ReputationUnderstanding and shaping perception is the first step to building a successful reputation, and to be an effective marketer, you must do…Feb 23, 2017Feb 23, 2017
John OhEvery CMO Should Try To SellAbout 17 years ago, I was a software sales guy. I had been a product manager for a product that did not exist. We had just gotten a new CEO…Feb 22, 2017Feb 22, 2017
John OhBuilding Your Contact DatabaseDemand generation starts with your contact database. Most companies have already messed up their contact database to the point where it…Feb 22, 2017Feb 22, 2017
John OhGating Content (in B2B Enterprise)For a while now, the trend in enterprise B2B marketing has favored not gating content. In general, it is best to not gate content used for…Feb 22, 2017Feb 22, 2017
John OhLean Marketing OrgMost folks in the startup community are familiar with the Lean Startup methodology popularized by Eric Ries. In this post, I will make a…Feb 22, 20172Feb 22, 20172
John OhLosing Sleep Over B2B Tech Conversion RatesAsk any VP of Sales or CEO to explain their pipeline conversion rates. Often, they will jump right to the win rate: “We win at least 50…Feb 22, 2017Feb 22, 2017
John OhProduct Category CreationIn this post, we will discuss the topic of product category creation and address the following questions:Feb 22, 20171Feb 22, 20171
John OhYour Product Is Amazing But Your B2B Marketing SucksGlad I got your attention. Marketing does not suck. But, it can suck and that is what we should all try to avoid.Feb 22, 2017Feb 22, 2017