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Tribal White Papers PDF Print E-mail
Written by Pete Kloppenburg   
Tuesday, 12 August 2008 14:18

Not every white paper we wrote at Tribal actually earned us money. Some of the papers I wrote were for Tribal's own use. We wrote white papers to help position our services, to try to establish us as thought leaders within the marketing consulting industry, and also with the hope that our clients might actually learn from them. These two white papers certainly attempted to do all of that: The Sales Readiness Index and Selling in Uncharted Waters.

These papers are a fine example of how sometime the act of writing can serve to crystallize ideas that have been rattling around in one's head for a long time. The impetus for these particular papers was much grubbier and modest than the ground-breaking landmarks they were to become. (This is somewhat tongue-in-cheek; I think they are excellent papers with much important thought in them, but we never had the chance to develop them further.)

Last Updated on Tuesday, 12 August 2008 15:21
Selling in Uncharted Waters: The case for Sales Readiness PDF Print E-mail
Written by Pete Kloppenburg   
Tuesday, 12 August 2008 12:56

Sales readiness can be defined as “the ability to match messages and resources to a buyer’s developing understanding and requirements throughout the entire sales cycle”. This is a fairly straightforward definition, but it masks the enormous difficulties that sales and marketing organizations have in actually preparing sales representatives to sell product.

These difficulties can be seen in the familiar complaints that sales teams and marketing teams often have about each other. Marketing says that Sales isn’t doing enough with the leads they generate, and Sales says the leads are no good. Sales says the message didn’t work, and Marketing says that Sales didn’t deliver the message properly. And of course there is the eternal question of whether Sales belongs to Marketing, or Marketing to Sales.

The fact that these conflicts arise over and over, and endure despite the best efforts of sellers and marketers to sort them out, suggests that something fundamental is at work. This many smart people can’t all be wrong.

Last Updated on Tuesday, 12 August 2008 13:19
A restless night PDF Print E-mail
Written by Pete Kloppenburg   
Sunday, 10 August 2008 12:50

Early this morning, Camille and I were awakened by a loud noise. No big deal, think we, it must be thunder. We had had a thunderstorm early in the evening, and this summer it certainly hasn't been unusual to be awakened by the weather.

When the next explosion hit, we were fully awake, and we knew it wasn't thunder.



Last Updated on Sunday, 10 August 2008 13:58
The Sales Readiness Index PDF Print E-mail
Written by Pete Kloppenburg   
Tuesday, 12 August 2008 12:52

What’s your Sales Readiness Index?

It is the nature of sophisticated business to business products that they are difficult to sell. Companies that sell well-established products and services face stiff competition. Companies that sell innovative new products often struggle to position their products in ways that help customers understand their value and create a sense of urgency. These are familiar challenges in the modern marketplace, where innovation is rapid, product categories shift constantly, and competition for the customer’s attention and wallet is fierce.

Last Updated on Tuesday, 12 August 2008 13:18
Portfolio Update PDF Print E-mail
Written by Pete Kloppenburg   
Tuesday, 29 July 2008 22:36

The Portfolio section of the web site has been updated. There are three kinds of things you will find there.

Tribal Hallowe'en promotions. Every Hallowe'en at Tribal we would craft a card to attach to a jolly big bowl of candy that we would send to our clients. We had a lot of fun creating these cards, and here they are in all their glory, plus little explanations by me.

DOXIM ads and brochure. We did a few fun things at DOXIM plus on traditional corporate brochure. Here you'll see what all the fuss was about.

Magazine articles. I've been having fun writing articles for Lifestyle Magazine. They won't be published until the fall, but registered users can get a sneak peak at my rambling thoughts on Bryan Adams, Whistler mansions, and the imponderables of lifestyle choices.

I put some of this content behind the wall for registered users only, so here's the excuse you've been looking for to sign up and be part of the experience that's sweeping the block!

Last Updated on Wednesday, 30 July 2008 16:51
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