Cullinane & Green Report

It’s easy for Joe and Roger to get excited about technology but as we all know only too well, technology is not always as good a solution as more traditional approaches. Our guest today, Joanne Black, reminds us of this point and stresses how important personal relationships and referrals are to business success. It’s smart to keep in mind that technology works best as an enabler to personal relationships. With over 30 years of sales training and consulting experience, Joanne's philosophy is that no one should ever have to make a cold call. Some may see this as heretical thinking, but for Joanne Black – and her clients – there is an alternative. It's called referral selling. Joanne has provided sales strategy consulting since 1996, when she developed the No More Cold Calling concept – that building relationships and getting referrals generates sales faster and more cost-effectively than cold-calling. Joanne began her career in the sales and management training program at Joseph Magnin, a leading fashion house in the San Francisco Bay Area. She learned the nuances of selling, customer expectations, handling problems, and working with a diverse work force. After co-founding and operating a successful retail business while in her early twenties Joanne moved on to sales leadership positions with Omega Performance and The Forum Corporation, where she served clients such as Advanced Micro Devices, Hewlett-Packard, Pacific Gas & Electric, Shell Oil, and VISA. Joanne Black is a leader with integrity, determination, and the clarity to see how conventional sales "wisdom" isn't always so effective. Joanne guides client companies away from inefficient and ineffective business practices, and gives them clear directions towards business growth and success. Thanks for listening to the Cullinane & Green Report --- and remember, we're on the bleeding edge so you don't have to be! (tm) --------------------------------- Copyright 2006 Cullinane & Green, Inc. All rights reserved.

In this episode we have the pleasure of speaking with Brian Carroll. Brian is the CEO of InTouch, Inc. a company focused on delivering effective lead generation, teleprospecting, lead management, and lead nurturing solutions for "the complex sale." His B2B Lead Generation Blog is read by thousands weekly and he is author of the recently published book, Lead Generation for the Complex Sale (McGraw-Hill Trade 2006). You will enjoy Brian's practical views of technology in relation to lead generation --- a topic in which every biz dev professional is interested. Remember --- at Cullinane & Green we're at the bleeding edge so you don't have to be!

In this episode we have the pleasure of speaking with Brian Carroll. Brian is the CEO of InTouch, Inc. a company focused on delivering effective lead generation, teleprospecting, lead management, and lead nurturing solutions for "the complex sale." His B2B Lead Generation Blog is read by thousands weekly and he is author of the recently published book, Lead Generation for the Complex Sale (McGraw-Hill Trade 2006). You will enjoy Brian's practical views of technology in relation to lead generation --- a topic in which every biz dev professional is interested. Remember --- at Cullinane & Green we're at the bleeding edge so you don't have to be!

Mike Bosworth is a respected thought leader, author and entrepreneur who for years has focused his attention on helping companies implement new and better ways of generating revenue. Mike is a founding partner of CustomerCentric Systems, which helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing. Bosworth is also the author of Solution Selling and co-author of CustomerCentric Selling, both published by McGraw-Hill. It comes as no surprise that Solution Selling is the second best selling McGraw-Hill business book of all time. In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures and an advisory board member for four early stage technology ventures and of course he continues to develop new intellectual property for CustomerCentric Systems. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. Before long he was their top new business salesperson and was promoted to national manager of field sales. His years of experience inspired him to start his own sales process consulting company in 1983. We're delighted to have Mike on the Cullinane & Green Report.

Mike Bosworth is a respected thought leader, author and entrepreneur who for years has focused his attention on helping companies implement new and better ways of generating revenue. Mike is a founding partner of CustomerCentric Systems, which helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing. Bosworth is also the author of Solution Selling and co-author of CustomerCentric Selling, both published by McGraw-Hill. It comes as no surprise that Solution Selling is the second best selling McGraw-Hill business book of all time. In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures and an advisory board member for four early stage technology ventures and of course he continues to develop new intellectual property for CustomerCentric Systems. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. Before long he was their top new business salesperson and was promoted to national manager of field sales. His years of experience inspired him to start his own sales process consulting company in 1983. We're delighted to have Mike on the Cullinane & Green Report.

Tony Perkins is a pioneering media entrepreneur and a prominent opinion leader in the technology business, investment and editorial world. Tony earned this distinction as the creator and editor in chief of Red Herring, which he founded in 1993, and the AlwaysOn network, his current venture. Even as Red Herring's revenues were soaring along with the rest of the technology sector's, Tony co-wrote The Internet Bubble: Inside the Overvalued World of High-Tech Stocks (HarperBusiness, 1999), a book that foretold the dot-com bust and warned investors to get out quick. The Internet Bubble became an international bestseller; a sequel was published in 2001. Now Tony has launched a new media brand: AlwaysOn, a highly interactive online network for technology insiders. With both Red Herring and AlwaysOn, his mission has always been to deliver the brightest thinking, the best analysis, and the most focused reporting and research for the benefit of entrepreneurs and investors around the globe. Tony continues to chronicle the technology world in a regular column for the Wall Street Journal and as a television commentator for MSNBC's "Hardball with Chris Matthews," CNN, CNBC, BBC, and Bloomberg Television. His prolific editorial output consistently lands him on the list of top ten technology business journalists by AdWeek's Technology Marketing magazine. Tonyâs public activities include serving on President George W. Bush's Information Technology Advisory Council. He cofounded and chaired Silicon Valley's premier business and technology forum, the Churchill Club in Palo Alto, California. Prior to launching Red Herring and AlwaysOn, Tony was founder and CEO of Upside Publishing and vice president of business development at Silicon Valley Bank.

Tony Perkins is a pioneering media entrepreneur and a prominent opinion leader in the technology business, investment and editorial world. Tony earned this distinction as the creator and editor in chief of Red Herring, which he founded in 1993, and the AlwaysOn network, his current venture. Even as Red Herring's revenues were soaring along with the rest of the technology sector's, Tony co-wrote The Internet Bubble: Inside the Overvalued World of High-Tech Stocks (HarperBusiness, 1999), a book that foretold the dot-com bust and warned investors to get out quick. The Internet Bubble became an international bestseller; a sequel was published in 2001. Now Tony has launched a new media brand: AlwaysOn, a highly interactive online network for technology insiders. With both Red Herring and AlwaysOn, his mission has always been to deliver the brightest thinking, the best analysis, and the most focused reporting and research for the benefit of entrepreneurs and investors around the globe. Tony continues to chronicle the technology world in a regular column for the Wall Street Journal and as a television commentator for MSNBC's "Hardball with Chris Matthews," CNN, CNBC, BBC, and Bloomberg Television. His prolific editorial output consistently lands him on the list of top ten technology business journalists by AdWeek's Technology Marketing magazine. Tonyâs public activities include serving on President George W. Bush's Information Technology Advisory Council. He cofounded and chaired Silicon Valley's premier business and technology forum, the Churchill Club in Palo Alto, California. Prior to launching Red Herring and AlwaysOn, Tony was founder and CEO of Upside Publishing and vice president of business development at Silicon Valley Bank.

In this segment of EdgeViews we interview legendary venture capitalist Tim Draper, of Draper, Fisher, Jurvetson. Tim was named to Forbes' "Midas List" - which ranks the best dealmakers in high tech and life sciences. His firm has invested in companies like Hotmail - (sold to microsoft), Overture (acquired by YHOO), Interwoven (IWOV), Baidu, SugarCRM and recently Skype (acquired by EBAY) and is the person credited with creating "viral marketing". In this wide-ranging interview Tim gives his picks for the hottest technologies coming our way and we get his take on the effect that disruptive technologies are having on globalization. Tim also shares his views on the impact that Sarbanes-Oxley is having on entrepreneurs in America. By the end of the interview it is clear why Tim is one of the most respected thought leaders in American business today. Don't miss a single episode of the Cullinane & Green Report --- the #1 podcast for business development and technology -- be sure to subscribe using iTunes or your favorite podcatcher. We hope you enjoy this episode --- and remember, we're on the bleeding edge so you don't have to be!

In this segment of EdgeViews we interview legendary venture capitalist Tim Draper, of Draper, Fisher, Jurvetson. Tim was named to Forbes' "Midas List" - which ranks the best dealmakers in high tech and life sciences. His firm has invested in companies like Hotmail - (sold to microsoft), Overture (acquired by YHOO), Interwoven (IWOV), Baidu, SugarCRM and recently Skype (acquired by EBAY) and is the person credited with creating "viral marketing". In this wide-ranging interview Tim gives his picks for the hottest technologies coming our way and we get his take on the effect that disruptive technologies are having on globalization. Tim also shares his views on the impact that Sarbanes-Oxley is having on entrepreneurs in America. By the end of the interview it is clear why Tim is one of the most respected thought leaders in American business today. Don't miss a single episode of the Cullinane & Green Report --- the #1 podcast for business development and technology -- be sure to subscribe using iTunes or your favorite podcatcher. We hope you enjoy this episode --- and remember, we're on the bleeding edge so you don't have to be!

Roger and Joe cap off their "Best of 2005" series with a discussion of the most important and interesting technology trends that are influencing business development. These trends took hold in 2005, are disruptive, and you can expect to see them grow in 2006 and beyond. Joe and Roger take the mystery out of these technology trends, so that you can use them to grow your business opportunties in 2006. If you haven't yet heard the other three parts (Technologies, Products, Companies) of our 2005 Review, be sure to give them a listen. To subscribe (FREE) to the Cullinane & Green Report, just click the orange RSS button over there in the right-hand column. That way you won't miss any of our upcoming podcasts. The Cullinane & Green Report is the #1 Business Development podcast on the web. We live on the bleeding edge so you don't have to!

Roger and Joe cap off their "Best of 2005" series with a discussion of the most important and interesting technology trends that are influencing business development. These trends took hold in 2005, are disruptive, and you can expect to see them grow in 2006 and beyond. Joe and Roger take the mystery out of these technology trends, so that you can use them to grow your business opportunties in 2006. If you haven't yet heard the other three parts (Technologies, Products, Companies) of our 2005 Review, be sure to give them a listen. To subscribe (FREE) to the Cullinane & Green Report, just click the orange RSS button over there in the right-hand column. That way you won't miss any of our upcoming podcasts. The Cullinane & Green Report is the #1 Business Development podcast on the web. We live on the bleeding edge so you don't have to!

In Part 2 of this 4-part series Joe and Roger pick their favorite Business Development tech PRODUCTS of 2005. Applying their unique business development spin they will help prepare you for the business challenges of 2006 by tipping you off to some of the hottest products for you and your business. Be sure to subscribe to the Cullinane&Green Report --- the #1 Business Development podcast!

In Part 2 of this 4-part series Joe and Roger pick their favorite Business Development tech PRODUCTS of 2005. Applying their unique business development spin they will help prepare you for the business challenges of 2006 by tipping you off to some of the hottest products for you and your business. Be sure to subscribe to the Cullinane&Green Report --- the #1 Business Development podcast!