Jeffrey Phillips

As digital transformation unfolds, it pays to be a generalist

Jeffrey Phillips

I remember the hubbub surrounding Dan Pink's book A Whole New Mind , in which he stated that the future (this was back in the early 2000s) would belong to right brained people, because machines would ultimately automate anything that could be easily documented and that followed a standard process.

Practicing for an emerging future

Jeffrey Phillips

I'm writing this in the stages of the corona virus outbreak in the United States where we've finally decided to take the virus and its impact seriously. While the virus may not be as deadly as some other viruses, it is clearly contagious.

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Changing after COVID - the Why, the How and the What

Jeffrey Phillips

Let's face it, the COVID pandemic and the following economic freeze-up are likely to have a lasting impact. Experts are constantly telling us that the future will be different - things can't go back to the way they were.

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Predictions for a post-COVID world: US economy through 2025

Jeffrey Phillips

If you've been following these posts, you'll know by now that I am extracting insights and predictions from a post-COVID scenario I drafted. You can find the entire scenario writeup here (Tip: hover over the bottom right of the pop-up window and click on the expand box, and you'll see a full screen view where you can also download the document). I've written a number of blog posts teasing out some of the implications of the scenario and making predictions about the future.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Innovation Building Block 2 - important, unsolved problem or opportunity

Jeffrey Phillips

I'm going back to basics for a handful of blog posts - back to what I call the innovation building blocks. In the first blog I wrote about the importance of defining an innovation bias in your culture.

Ideas are easy, good ideas are hard

Jeffrey Phillips

I'm writing a series of posts that examine some of my lessons learned after over 15 years of corporate innovation consulting.

First 3 predictions for post-COVID world

Jeffrey Phillips

I've just published a short paper on the likely future after COVID, and am exploring what the trend spotting and scenario development suggests to me. We need to be spending time understanding the emerging future and preparing for it.

Culture and innovation bias - the first building block

Jeffrey Phillips

I'm writing a series of blog posts about the fundamentals of innovation success. In my previous article I wrote about the importance of fundamentals in any activity , using music and practicing scales as an analogy for understanding the fundamentals of innovation.

Why diversity is important to innovation

Jeffrey Phillips

We've just finished the 11th Annual Innovate Carolina conference, and since this is the year of COVID we held a virtual conference rather than our traditional in person event.

Innovation FOMO and FOMAD

Jeffrey Phillips

Today, memes enter and leave the lexicon so quickly that I almost hesitate to use newly coined words or phrases, in fear that they may have already become passe. So you can imagine my trepidation in using FOMO - the "fear of missing out" - when writing about innovation.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Innovation or ERP: which path will digital transformation follow?

Jeffrey Phillips

I've been thinking a lot about the concept of "digital transformation" recently. You can't help but encounter it on Twitter or LinkedIn, in business publications and in discussions with customers and prospects. Everyone wants to know about digital transformation. Admittedly, teaching a class on digital transformation keeps it forefront in my mind.

Digital transformation marks the demise of product innovation

Jeffrey Phillips

There comes a time when every phenomenon reaches its zenith, before a long fall or a sudden collapse. We like to refer to this point in the cycle as the "tipping point" - the point at which we can remain in stasis or the structures will collapse.

If it doesn't fit, it must be innovation

Jeffrey Phillips

Years ago, Johnny Cochrane convinced a jury that OJ Simpson was not guilty of murdering Nichole Simpson. While there were undoubtedly many factors that led to the acquittal, one of the biggest factors was the gloves.

What to expect in a post-COVID world

Jeffrey Phillips

I've been working for the past two months on developing some scenarios that examine what may happen as the first bout of COVID peaks and begins to dissipate, hopefully in the summer of 2020.

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Thriving in Volatility

Jeffrey Phillips

I think it is important that we consider future competitive conditions as they are likely to be, not as we wish them to be. Too many people are talking about "new normal", as if they know what the new normal will look like.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Don't break the rules - become flexible and agile

Jeffrey Phillips

I've read yet another good and insightful piece on success in digital transformation, which relies on an unfortunate metaphor - one about "breaking the rules".

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Innovation skills that are critical now: empathy

Jeffrey Phillips

I'm writing a series of posts that discuss some of the most important traits and skills that are needed to support innovation now, in the midst and in the aftermath of the COVID pandemic. I've written about beginner's mind and why that skill will be vital. I've also written about being comfortable in ambiguous settings. Today I am writing about another rare capacity - the ability to have empathy with prospects and customers.

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Understanding the innovation options in your business

Jeffrey Phillips

I'm writing a series of blog posts to document some of the things I've learned in innovation along the way, over 15 years of leading corporate innovation work.

The digital revolution will not be evenly distributed

Jeffrey Phillips

I'm writing today about digital transformation, and starting with two of my favorite quotes. The first, referenced in the title, is from William Gibson, the author of Neuromancer and other great sci-fi books, who wrote: "the future is here, it's just not evenly distributed".

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Innovation building blocks

Jeffrey Phillips

I like music - but that does not exactly make me a good musician. Over the years I've taken lessons on the piano, tenor saxophone, bagpipes and most recently the acoustic guitar. One thing I've learned is that every competent teacher of any instrument wants you to learn and practice your scales.

Why context is more important than ideas

Jeffrey Phillips

Everyone has ideas - they are like the air, everywhere and ubiquitous. People who say they don't have any ideas are merely referring to their lack of ideas about a specific issue or in a specific setting. Everyone has ideas, all the time. What they often lack is context.

There's gold in the data - but have we learned the lessons?

Jeffrey Phillips

For some reason I can't get the song Clementine out of my head. Perhaps it's because of the line - dwelt a miner, a 49er. that keeps that song playing in my mind. We are in a significant transition.

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Innovation traits that are critical now: comfort with ambiguity

Jeffrey Phillips

I'm writing a series of blog posts that examine what skills are necessary to innovate in a post COVID pandemic environment. In the first installment, I wrote about the importance of "beginner's mind" , because in the post-COVID future, some past experiences and knowledge may not be meaningful, and looking at new challenges with a fresh perspective will be valuable.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

Every idea needs a sponsor

Jeffrey Phillips

As I noted yesterday, I'm writing a series of posts about what I've learned over the last 15 years of corporate innovation work. Yesterday I wrote about needing a "why and a how" rather than a "what" for innovation.

Making innovation your organizing theme

Jeffrey Phillips

In my continuing series of posts about lessons learned from corporate innovation, today I'd like to expand on the idea of innovation language, and go even further. I'd like to riff on the idea of innovation as central, organizing idea in a business rather than an occasional distraction.

How supply chains and ecosystems will be shaped by the corona virus

Jeffrey Phillips

Right now the global economy is in a bit of an uproar over corona virus and its impact on people, businesses and economies.

Learning to innovate in the IoT Age

Jeffrey Phillips

Lately, many commentators are given to sweeping claims about seismic change. We are either in the 3rd or the 4th industrial revolution, depending on the commentator. It can be hard to keep up. However, where there is smoke there is often fire.

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Smart, fast, innovative and digital

Jeffrey Phillips

Smart and connected devices change everything

Jeffrey Phillips

In my last post I wrote about a big transition in innovation that will occur in the near future - when the tipping point is reached and most innovation is focused on smart, connected devices as opposed to dumb products.

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VUCA is a matter of perspective

Jeffrey Phillips

VUCA is the new black. Suddenly everyone has realized that sometimes the economy or markets are volatile or uncertain. If I were older and cranky I'd blame this on the millennials, not because they are millennials but because they've never lived with a stock market that goes down.

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You need a why and a how, not a what, for innovation

Jeffrey Phillips

I'm going to start a series of blog posts about what 15 years of innovation consulting has taught me. I'm happy to say I've learned a lot about innovation in corporations, and also somewhat excited to say I'm still learning, because the pace and nature of innovation is changing so rapidly.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

Riding the VUCA storm

Jeffrey Phillips

It's really crazy in the marketplace right now. Presidents are making medical pronouncements and doctors are making economic projections. The stock market can whipsaw through a thousand points of gain or loss in a day.

In digital, there are opportunities both fast and slow

Jeffrey Phillips

In my class today on digital transformation I was fortunate enough to have a great guest speaker, Ramesh Latan, who helped transform Bell+Howell into a digital company. Ramesh gave a great talk and the students received it really well.

The music isn't in the piano

Jeffrey Phillips

I was speaking with a long time colleague and trusted branding partner, Kevin Polonofsky from Revered recently about branding and marketing. We were specifically discussing the idea of training people to do specific tasks that they did not have time to do, or had no passion to do.

Why I still get my Netflix movies in the mail

Jeffrey Phillips

I'm a movie junkie - I love movies. Old movies like Casablanca, or even new movies like John Wick 3. Can't wait to see what John Wick can survive in the third installment. I wore out a Blockbuster card back in the day when Blockbuster was a thing.

What We Learned From Our Own Data-Driven ABM Strategy

ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.