From 1997 to 2001, I worked for Verio, marketing and selling Internet access and web hosting to businesses. Early on, we had a small marketing budget and relied heavily on direct mail and cold (actual warm) calling. While I was reviewing my sales team's monthly goals with Buddy, my boss, he asked me, "Do you think you can make this month's target?" I replied, "Honestly, no, I don't think we can." Without missing a beat, he said, "Well, you'd better change your thinking. Because if you don't believe it, your team won't believe it." That was great advice from a great mentor. And I've been changing my thinking ever since. … Here's how I've changed my thinking about my IT budget over the years. READ MORE
Originally published September 9, 2013
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