Jody Glidden

26 Apr: Event Follow-up Do’s and Don’ts

I attended a few events a couple of weeks ago. One was a smaller event where we exhibited and the other two were larger events where I attended for a few hours and walked the floor of exhibits. Since then I’ve been receiving a lot of follow-up emails from companies that were involved at these events. A lot of follow-ups. Following up is good, we did it too, but all of the contact got me thinking about the various tactics and how well they work. Here’s what I’ve observed:

Personal Is Best
If you come back from an…

23 Apr: The problem with social selling

We recently commissioned a survey of 200 reps and managers. The participants represented a variety of ages and tenure but they all came from B2B sales organizations with more than 250 employees. The survey explored a number of topics including prospecting, hiring and social media. We’ll release the whole survey in an upcoming ebook but I wanted to share something that caught my eye: 77% said that social media had no impact on closing deals.

This result didn’t surprise me. I’ve been hearing comments like this for the last few years. For all of the talking, writing and training…

09 Apr: Thanks for a great day 1 at Sales 2.0

Our VP of Sales, Richard McInnis on Sunday night after our conference booth was constructed.

Just wanted to pop a quick note up and say thank-you to everyone who stopped by the booth, chatted with us in the halls and around the conference, and especially to those of you who came by our panel yesterday.

I also want to extend a very special thank-you to Greg Owstrowski from Blackberry and Ben Doyle from Enterasys for not only agreeing to be a part of the panel, but for being so transparent and open to sharing what’s working for them in their…

03 Apr: Attending Sales 2.0? We’d love to meet you.

Introhive is heading to San Francisco for the Sales 2.0 Conference on April 8th and 9th. I spoke at this event a couple of years ago and was really impressed by the attendees, speakers and exhibitors. The conference really opened my eyes to the amazing thinking that’s happening in sales organizations and the innovative things they’re doing to make their businesses more successful. I can’t wait to get back.

Introhive will have a good crew on site. Co-Founders Jody Glidden CEO, Stewart Walchli CFO and David Alston CMO will be there. As will VP Of Sales Richard McInnis. I’ll…

29 Mar: Creating a great work environment

Every company says that people are their most important asset, but I’d argue it’s even more important for start-ups. In a new business you can be light on money or just getting started with customers, but you can’t move ahead without amazing talent. At Introhive I spend a lot of time recruiting and retaining the smart people who work here. This is what I’ve learned:

It’s about people not stuff. We’ve all been tempted in previous start-ups to focus too much effort on the stuff in the work environment. Do we have the right free drinks and snacks? It’s…

27 Mar: Aligning Marketing and Sales

I hear lots of talk about the divide between marketing and sales. Some sales teams think that marketing doesn’t support them, that they create poor leads or that they focus on things that don’t move the needle. Some Marketers complain that sales are reactive, stray from messaging and miss important opportunities. I don’t get it. I’ve been lucky to work in organizations that had strong alignment between the two groups. I think it worked because, knowingly or not, we focused on three things that brought us closer together: clarity, collaboration, and consistency.

Here’s what I mean:

Clarity: Too many organizations…

25 Mar: Talented engineer? We’d love to talk.

We’re looking for 10 talented and smart engineers to join the rapidly growing Introhive team. You’ll work on cool products that combine mobile, analytics, social and CRM to solve real business problems for companies around the globe. Plus you get to work with a seriously smart team that gets things done and has proven success in bringing products to market.

We’re looking for a variety of roles: developers, leaders, UX and more. Location is currently in Fredericton, NB but Saint John, NB and Halifax, NS could also work. If you’re a strong and driven developer just getting started or…

25 Mar: Three ways to build valuable relationships


We’re all in the relationship business. While it’s really obvious in sales, it matters for everyone. Whether you’re in sales, marketing, operations, ?nance or technology, successful people are those who can create, maintain and grow their internal and external relationships. We use relationships to achieve our goals, move projects along and expand our business. Here are three ways to build and grow your relationships.

Make a Plan – Successful people spend time planning out their goals and objectives for their life, their business, or their projects. Long term planning for the future means ?guring out people you want and…

07 Mar: Not All Friends are Created Equal

A week or two ago I tweeted an article called The Average American Knows How Many People?. It quoted research that suggested that the average American knows about 600 people and “that most Americans know just 10 to 25 people well enough to say they trust them.” Interesting stuff. A good friend replied to my tweet and suggested that rather than research they could have just asked people how many friends people had on Facebook.

That got me thinking: does my social network reflect my true friend and business relationships and how does this apply to business networking and introductions?…