I’ve been involved with companies who understood the revenue growth curve and occasionally not. In the early 2000s, I was an investor and advisor to a company that offered a fairly well-known sales force automation (SFA) tool. Like most software at that time, it was sold in boxes containing CDs. We used to call unused […]
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Every month or two, I teach a brief course to military veterans who are transitioning into civilian life and have a desire to start a business. One of the points I emphasize is to quickly figure out which of their actions will have a large impact on results and which will have only little, or […]
How to Conduct a Quick and Effective B2B Marketing Assessment All of you numbers-focused and results-obsessed marketers understand the importance of the quantitative side of B2B marketing. You measure the number of inquiries, cost per inquiry, number of opportunities, specific media performance, and numerous other details. And if you do this right, you keep your […]
Everyone has an opinion when it comes to branding. Over the course of my career, first as a client-side marketing executive, then as a revenue-growth consultant to B2B companies, I’ve had the opportunity to participate in dozens of major branding projects (e.g. what to name a company or division) and many more minor branding projects […]
I first wrote about the concept of selling more by selling less in a 2016 article, How to Sell More by Selling Less. While that article was written from the marketing perspective, thought I would now talk about what sales reps and their managers can do to create a healthier and more productive sales environment. […]
Last week, I presented at an event in Denver called the Sales Symposium – put on by the smart folks at the Sales Expert Channel. I shared strategies for building meaningful (and profitable connections). You can view the Slideshare presentation here, and a summary of the high points follows. In my experience working with hundreds […]
Many companies need to transition from push marketing to pull marketing. This article discuses the pitfalls and strategies of converting from an outbound to inbound marketing model.
I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up (FTFU). You spend a lot of time and money to generate inquiries and then see the effort wasted. Not only is this bad sales and marketing […]
There are many industry gurus out there proclaiming the death of the B2B sales profession. Forrester Research predicted that 1 million B2B sales jobs would be lost between 2017 and 2020 (something I haven’t seen). The basic premise is that today’s marketing automation and sales systems, content rich websites and e-commerce platforms, make the B2B […]
In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment. Both articles, and this one, are based on the BrightTALK Sales Expert Channel webinar, Assess, Align and Accelerate – 3 Steps to Power Revenue Growth that I did last month with […]