Author Archive | Scott Gillum

How Endpoint Computing Could Dehumanize Communication

Where does the signal to pull your hand away from heat originate? If your answer is the brain, you’ve already been burned. Instinctively, we pull our hand back without conscious thought, because the response to the stimulus takes a short cut and originates in the spinal cord because the need for quick action. According to […]

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How Endpoint Computing Could Dehumanize Communication

Where does the signal to pull your hand away from heat originate? If your answer is the brain, you’ve already been burned. Instinctively, we pull our hand back without conscious thought, because the response to the stimulus takes a short cut and originates in the spinal cord because the need for quick action. According to […]

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11 Things To Do in Your 40’s

I posted this on LInkedIn last month. Surprised by the response, so I thought I’d share it here. One day you wake up and you’re 50. You’re the old guy you used make fun of because of his lack of fashion sense, various hair issues/challenges, and “dad bod” …before it became cool. What you may […]

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Why We Are Ripe For AI

It’s coming, the “futurists” are saying that the hype about Artificial Intelligence is real. The reason according to Andrew Ng, chief scientist at Baidu, is that AI is no long a “magical thing” but is now creating real value for companies, like Google and Baidu. Companies are now finding “pockets of opportunity” to invest in […]

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CEB Challenger Marketing Webcast – March 8th

Last September, Pat Spenner, co-author of The Challenger Customer and I presented a webcast entitled Lessons from the Challenger Marketing Trenches. During the webcast Pat and I shared our key learnings on executing Challenger across a multitude of marketing activities: customer understanding, marketing messaging, content strategy development, content and sales tool production, and lead generation. On March […]

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Everything We Thought We Knew about B-to-B is Wrong Video

In December, I had the opportunity to be the Keynote speaker at the  Bowery Capital CMO Summit in NYC.  The event featured a number of high profile CMO’s speaking with an audience of mostly early stage startups (under 20 employees). My presentation was based on the recent Forbes blog post Everything We Thought We Knew […]

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The Danger of Educating People Out of Their Creativity

At this time of year the test scores of high school students from around the world are released.  US student performance on the PISA Math, Reading and Science tests are compared to their peers from 55 countries.  And every year we hear how our kids scored at the “average” level, seemingly falling further behind a […]

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Why Sales Might Have a Hard Time With The Buyer Journey

My initiation into the world of sales happened at the height of the “ Glen Garry Glen Ross” days.  It was the time of “blue suits” and “fast talkers”, and not a piece of sales automation or tracking technology anywhere to be found. We’d roam our territories searching for conversations hoping it would lead to […]

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Everything We Thought We Knew About B2B Marketing is Wrong

What company do customers feel most connected to emotionally? Apple?  Nope.  Amazon?  Sorry.  It must be Nordstrom’s then, right?  Not even close. To find the company that has the strongest emotional connection with customers, you have to leave the consumer world behind.  Blows your mind, doesn’t it. According to new research from Google and the […]

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5 “Bigs” to Make Marketing Matter

Do you think the senior executive team is excited about the big lead generation campaign you just launched?  Nope.  How about the number of “Likes” on your corporate Facebook page?  Think again.  Marketing doesn’t matter in many organizations, because it thinks, operates, and worst of all, reports “small.” Executives sitting in the “C-suite” got there […]

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