- Mostly inactive account - Solver of Problems. Managing Director @CascadeFund. Startup Vet. Tweets for me, not for you. @universityofga #GoDawgs
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Articles by Robert Pease
People vs Politics: The Documentary About Independents Who Won’t Quit on Fairer Elections
As the 2026 election approaches, it’s natural for many independents to look back at the many 2024 state election reform ballot initiatives for open primaries and ranked choice voting while wondering what impact more victories might have had on this current election and the resulting Congress. A US Senate with a fulcrum of pragmatists to pass major legislation or check the executive branch?
NOOB Investor in Orlando, FL - Where do I start
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SIDEBAR: Orange County, NC Interdisciplinary "Strike Team" Supports High-Risk Congregate Living Facilities in COVID-19 Response
By Robert C. Pease, Susan K. Keen, G. Cameron Coleman, Erica M. Pettigrew, Deborah S. Porterfield Pease, Robert C., Susan K. Keen, G. Cameron Coleman, Erica M. Pettigrew, and Deborah S. Porterfield. 2021. "SIDEBAR: Orange County, NC Interdisciplinary 'Strike Team' Supports High-Risk Congregate Living Facilities in COVID-19 Response." North Carolina Medical Journal 82 (1): 58-59. https://doi.org/10.18043/ncm.82.1.58.
My Body Odyssey podcast
Welcome to psychology for the rest of us. Host Dr. Monica Johnson takes the science of psychology and makes it both entertaining and relatable. Using a sympathetic ear and evidence-based research, she explains the ‘why’ behind emotions like joy, anger, fear, trust, and anxiety, and helps you better understand the relationships you form with your friends, family, coworkers, and yourself. Seeking a healthier emotional life? It’s time to bring a trained psychologist and mental health expert alo ...
Long-Awaited CFTC v. Kraft Settlement Resolves Manipulation Allegations
August 13, 2019 New FERC Data Collection Requirements for Market-Based Rate Sellers by: Ruta Kalvaitis Skučas Carbon Markets Roundup: Summer 2019 by: Brook J. Detterman and David C. Weber New York State Enacts Law Prohibiting Religious Discrimination Based... by: Evandro C Gigante and Arielle E. Kobetz California Legislature Considers Electronic Notification for... by: Tressi L. Cordaro Availability of Adding Arbitration to Admission Agreements by: Stacy C.
CFTC Announces Lansing Market Manipulation Settlement
The Commodity Futures Trading Commission (CFTC) yesterday announced a settlement with Lansing Trading Group, LLC that resolves allegations of attempted market manipulation and, separately, aiding and abetting attempted market manipulation. Although this settlement involved wheat and corn, its takeaways are worth noting to traders of any commodity. Lansing agreed to pay a civil penalty of $3.4 million, plus a CME Group fine of $3.15 million, and also agreed to implement new compliance measures.
U.S. Futures Exchanges Disciplinary Actions Alert: April 2018
Our U.S. Futures Exchanges Disciplinary Actions Report is a monthly report that provides summaries of certain disciplinary notices by U.S. exchanges during the prior month. The report has a particular focus on notices potentially relevant to energy commodities and is not intended to be a comprehensive review of each and every notice issued.
Let’s move on from social media and “back” to connected lives
So maybe I am joining a growing chorus around the negative impact that social media has brought to our existence including Sean Parker of Facebook fame talking about how it exploits human psychology, Chamath Palihapitiya also formerly of Facebook describing how it is ripping our social fabric apart, Jeff Nolan with “End Social Media Co-Dependency.” Mark Suster with “One Small Change I Made that Improved My Mental State” and Brad Feld with “Did Tech Companies Ever Have Our Best Interests at...
Robert's App of the Week: Sunsama
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. I admittedly have a love/hate relationship with my calendar and meetings. Many companies ago, I actually earned a reputation as someone who “hated” meetings and wouldn’t go to them. In my defense, meetings themselves are not bad.
Robert's App of the Week: Sendoso
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. As marketing and sales professionals, we are always seeking better, more effective ways to introduce ourselves to new prospects or revisit those who may have gone dark on us. Email is pervasive, the phone is enduring, and online options are plentiful from ads to social media.
Rats vs. Dents - Heinz Marketing
Did that get your attention? I don’t know where I heard this the first time so apologies to its creator as well as a big thank you. I do use it frequently when talking about customer acquisition and how to get prioritized as a “must have” vs. a “nice to have.” This is a more dramatic version of the vitamin vs. painkiller comparison but they both get at the point around priority, urgency, and commitment to action. It goes as follows….
When fundraising, build the investment case not the business case
Over the last several years, I have spent a bit of time on the investor side of the table vs. the operator side. I have more recently been directly involved in the deal review process as part of the Cascade Angels Fund and spend a fair amount of time talking to entrepreneurs. Not every presentation goes to the next step. Sharing that news is hard as I've been in that seat, felt the disappointment, and made the "they just don't get it" argument often.
How to Manage an Account-Based Sales Team
If you’re keeping up with the latest B2B trends, you’ve probably heard or read the term “Account Based” recently. Many B2B organizations deal with a smaller lead pool and longer sales cycle, which means you’ve probably had to adjust your marketing campaigns accordingly. And, that’s where account-based marketing and sales come in. Beyond buzzwords, making anything ‘account-based’ is a process and not something that happens overnight.
The Marketing Kranks Episode 7: Content does drive revenue...and here's how to prove it
The latest episode of the Marketing Kranks is out and it is a great one (we may, however, be biased). Content marketing is core to B2B sales and marketing. Figuring out if it is working has been a tough question. We know we need to do it and each day we don’t we are behind but what pieces contribute to starting conversations, capturing leads, and closing deals? What does the buying journey look like with content mapped to it? To date, answers to those questions have been mostly elusive.
3 Ways to Improve Your Sales Development Process
Whether you know it or not, your company is doing some sort of sales development. Someone (at least) is responsible for identifying, engaging, and hopefully converting prospects into customers. How you do this can range from ad hoc and unorganized to a fully optimized high performance sales engine. We work with clients to understand, implement, and manage a sales development process and focus our work by looking at three core areas: The success of a sales development process depends on this stage.
The Marketing Kranks Episode 6: Attribution, Revenue Alignment and Other Lessons Learned
The Marketing Kranks are back after a busy start to the year. We’ve been working on a bunch of things including some new offerings from Heinz Marketing, a few Workshops, and lots of great client work. Listen in as we discuss our new approach to Marketing Performance Management, the release of the Heinz Marketing Sales Development Framework, and some client lessons learned.
The ABCs of Sales and Marketing Redux
As immortalized by Alec Baldwin’s character Blake in Glengarry Glen Ross, ABC meant “Always Be Closing” – Always. Be. Closing. Wise words indeed and still very applicable to selling. We wanted to expand the ABCs a bit to a few other definitions for sales and marketing professionals. This means for you as a person and your business. As a business professional, always work to expand your network by meeting new people, attending events, using things like LinkedIn to make and keep contacts fresh.
Why You’re [Still] Further Behind on Account Based Marketing than You Think #ABM
A little over a year ago, I wrote a blog post “Why you’re further behind on account based marketing than you think” here on the Heinz Marketing blog. Go read it. I’ll wait. So, what has changed in a year? Well, a quick Google “what is” question shows me the following: Looks like we’ve gone from “Account Based Marketing” to “Account Based Sales” to “Account Based Sales Development” to our ultimate destination of “Account Based Everything.” Great. What does that mean?
Robert's App of the Week: Boomerang
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. We all have a love/hate relationship with our inbox. At least most us do..including me.
Yeah, We Know That
I hear this often when talking to executives at companies about how they can generate more leads and build their sales pipeline. It usually goes something like this: Executive: “So, how do we get more customers” Me: “You need to take an integrated approach to building the funnel and align what marketing is doing to generate awareness and drive qualified leads to how sales is engaging with and converting those leads to customers.” Executive: “Yeah, we know that.
3 Essentials for an Effective Account-Based Marketing Program - Marketo
Account-based marketing (ABM) is not going away anytime soon. In fact, Sirius Decisions found that 92% of B2B marketers worldwide consider ABM “extremely” or “very” important to their overall marketing efforts. It follows on the heels of marketing automation, attribution, and other core themes that are becoming increasingly important as marketing becomes more data-driven.
Is Your Account-Based Marketing Program Putting the Cart Before the Horse?
Account-based marketing (ABM) is not going away anytime soon. In fact, Sirius Decisions found that 92% of B2B marketers worldwide consider ABM “extremely” or “very” important to their overall marketing efforts. It follows on the heels of marketing automation, attribution, and other core themes that are becoming increasingly important as marketing becomes more data-driven.
The Startup Pitch Playbook: Five Keys To Success
I was excited to attend the TechFestNW conference in Portland last week where I was on a couple of investor panels as part of my involvement as an advisor with the Cascade Angels Fund, a Pacific Northwest regional seed fund. Great event, super people, and great venue (Portland Art Museum). There are lots of pitch coaches and templates out there to master the “art of the pitch” and I highly recommend you make use of them to improve your message, flow, delivery, and presence. It matters.
Robert's App of the Week: Pingpad
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. We are huge Slack fans here at Heinz Marketing benefiting from a way to stay connected and communicate regardless of where we are or what we are working on.
3 Takeaways from SaaStr Annual 2017 #saastr
I’ve enjoyed Jason Lemkin‘s thoughts and content from afar for a while including his annual SaaStr event bringing together those who are in the software as a service (SaaS) universe. Having previously been the CEO of a SaaS company (LoopFuse) and worked in many over the years in various roles, I know up close and personal the challenges and aspirations to start a company, grow it to $1M in annual recurring revenue (ARR), get to $10M ARR, and then shoot for $100M ARR.
Robert's App of the Week: Shape.io
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Pay per click (PPC) advertising has made its way into the marketer’s standard playbook these days as a way to reach and acquire customers.
A marketing plan and budget template for you
We spend quite a bit of time here at Heinz Marketing helping companies sort out ways to improve their marketing effectiveness and increase sales pipeline growth. We are big believers in building the marketing plan to support the revenue plan and doing the “funnel math” that tells you how many leads you need to generate and explicitly states assumptions around conversion rates.
A marketing plan and budget template for you
We spend quite a bit of time here at Heinz Marketing helping companies sort out ways to improve their marketing effectiveness and increase sales pipeline growth. We are big believers in building the marketing plan to support the revenue plan and doing the “funnel math” that tells you how many leads you need to generate and explicitly states assumptions around conversion rates.
When will my content marketing start working?
Can you measure the ROI of content marketing? How much investment is required to see customer conversions that can be attributed directly to my content? As I covered previously in the Case for Content Marketing, investing in content marketing is a core component of a modern marketing plan and if you are not doing it, you are behind…or maybe missing out on a competitive advantage.
The Case for Content Marketing
Content marketing is a crucial component of any marketing plan but it is frequently misunderstood in terms of its execution and contribution to driving customer acquisition. Consider this – how else are you going to start a conversation with a prospect? Give them a call and convince them to take a sales pitch meeting with you? Yes, your product or service is amazing and your sales team very personable but are you speaking the language your prospects need and want to hear?
The Marketing Kranks Episode 5: Show Me The Money! (aka How Do I Build A Marketing Budget?)
Episode 5 of The Marketing Kranks tackles the topic of marketing budgets, how you can approach the budgeting process, and ways to use the budget as a day-to-day guide vs. just a once a year planning exercise.
The Marketing Kranks Episode 4: ABM is my BFF
Account-Based Marketing (ABM) continues to be a very popular topic in the B2B marketing world so Brian and I decided to share our point of view on just what account based marketing is…and isn’t.
The Marketing Kranks Review the 2016 Pipeline Marketing Survey
We recently worked with the good folks at Bizible, Radius, Reachforce, and Uberflip on the 2016 Pipeline Marketing Survey. It is an annual survey of over 350 marketing professionals about trends, priorities, and opinions. You can read more about it on this blog post by Brian Hansford and download the results at PipelineMarketing.com.
FERC and CFTC Annual Enforcement Update
The Federal Energy Regulatory Commission (“FERC”) and the U.S. Commodity Futures Trading Commission (“CFTC”) recently released their annual reports on enforcement activities for fiscal year 2016 (October 2015 through September 2016).
The Marketing Kranks Podcast Has Arrived!
We are excited to announce the addition of The Marketing Kranks podcast to Heinz Marketing. I’ll be spending some time with colleague Brian Hansford talking about the good, bad, and ugly of B2B sales and marketing. We regularly discuss a wide range of topics in the office about what we’ve seen, what we think, and what we’d like to tell the world. So, why not launch a podcast? Since our observations are often direct and pointed and maybe even called “cranky” in the past, “Marketing Kranks” was born.
Robert's App of the Week: RFPIO
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. I met the team from RFPIO at the Bend Venture Conference in October.
Startup Communities and the Bend Venture Conference
Over the last couple of years, I have been spending more and more time in Bend, Oregon. What started as going there for fun (and there is plenty of it– from mountain biking to skiing to more craft breweries than I can count) has led to learning about the business community. including startups and entrepreneurial activity. Several years ago, I was introduced to LeadMethod and CEO/founder Justin Johnson.
Startup Communities and the Bend Venture Conference
Over the last couple of years, I have been spending more and more time in Bend, Oregon. What started as going there for fun (and there is plenty of it– from mountain biking to skiing to more craft breweries than I can count) has led to learning about the business community. including startups and entrepreneurial activity. Several years ago, I was introduced to LeadMethod and CEO/founder Justin Johnson.
Robert's App of the Week: Clearbit
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Clearbit is a very useful and cool API-based data enrichment and prospecting tool.
Robert's App of the Week: Trello
I have recently seen more and more sales and marketing teams using Trello to organize tasks and manage projects – even create sales pipelines. It is a great tool and I had first seen it used for product development some time ago for both product releases and bug tracking. It is a great and lightweight way to organize tasks, manage priorities, and use as a rolling agenda for team meetings.
Give before you get
I have long believed that “being generous” with your time, connections, and advice can create amazing new relationships and opportunities. This, of course, requires prioritizing how you spend that time and avoiding countless “networking” meetings that are all one sided – meaning someone wants something from you.
Give before you get
I have long believed that “being generous” with your time, connections, and advice can create amazing new relationships and opportunities. This, of course, requires prioritizing how you spend that time and avoiding countless “networking” meetings that are all one sided – meaning someone wants something from you.
There's No Reason to Fear the Funnel
B2B marketers must embrace a full funnel mindset when it comes to their activities and measures of success. What this means is that they need to wrap their heads around being “revenue relevant” with the customers they help acquire or grow being the ultimate measure of their success.
There's No Reason to Fear the Funnel
B2B marketers must embrace a full funnel mindset when it comes to their activities and measures of success. What this means is that they need to wrap their heads around being “revenue relevant” with the customers they help acquire or grow being the ultimate measure of their success.
Agenda for the next meeting between your CMO and VP Sales
It doesn’t matter if you are a sales or marketing professional, to truly do your job correctly there must be constant communication and alignment between the sales and marketing groups. This can easily get out of whack as these two functional groups are compensated differently and have, at times, conflicting objectives. According the Corporate Executive Board, 87% of the terms Sales and Marketing use to describe each other are negative.
7 Essential Building Blocks for High Performance Sales Development
We spend a considerable amount of time working with clients on their sales outreach and engagement processes here at Heinz Marketing.  This has been more recently defined as the discipline of “Sales Development� and is something we believe every company should have a competency around. How you identify, engage, and convert new customers is fundamental to business operations and there are so many ways to do it poorly that end up frustrating prospects, employees, and sales leaders.
Why Account-Based Marketing Is The Key to Sales and Marketing Alignment
No, we are not playing marketing buzzword bingo in this post. Yes, both “account-based marketing” and “sales and marketing alignment” have been discussed at length throughout B2B sales and marketing land. So, why cover them together? The answer is that properly designed and implemented account-based marketing will align the sales and marketing teams like nothing else will.
Why you're further behind on account based marketing than you think #ABM
Account-based marketing (ABM) is one of the latest marketing trends and buzz phrases among marketing professionals. It follows on the heels of marketing automation, attribution, and many other core themes that often give marketers anxiety because they aren’t anywhere near mastering it and produces legions of technology vendors to “help” you do it.
Robert Pease - Brunswick News: Obituaries
Robert K. Pease, 76, of St. Simons Island, Ga., passed away on Jan. 30, 2016. Born May 14, 1939, in Keithsburg, Ill., he graduated from Keithsburg (Illinois) High School and served in the United States Navy. He was preceded in death by his wife of 48 years, Karen; and by his parents, Loren and Thelma Pease. An online service is needed to view this article in its entirety. You need an online service to view this article in its entirety. Choose an online service. Need an account? Create one now.
The ABCs of Sales and Marketing Redux
As immortalized by Alec Baldwin’s character Blake in Glengarry Glen Ross, ABC meant “Always Be Closing” – Always. Be. Closing. Wise words indeed and still very applicable to selling. We wanted to expand the ABCs a bit to a few other definitions for sales and marketing professionals. This means for you as a person and your business. As a business professional, always work to expand your network by meeting new people, attending events, using things like LinkedIn to make and keep contacts fresh.
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