Hard Facts About B2B Marketing and Sales

One of the most frustrating things about being a B2B marketing and/or sales professional is that there are circumstances and environmental factors totally outside your control. I’ve seen truly great people seemingly stuck in situations where they are set up for failure. Medium.com had an interesting article from Larry Kim titled “11 Things You Can’t […]

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B2B Marketing Trends – What You Don’t Know Can Hurt You

We just published our 2017 B2B Marketing and Lead-to-Revenue Trends Report, available for download here. At the close of each calendar year, I publish a trends report detailing what our team sees as the important topics in B2B marketing and L2R. This year, in addition to our personal analysis, we’ve included data from 1425 respondents who […]

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Secure Your Share of Rising B2B Marketing Budgets

The press release announcing Gartner’s 2016-2017 Chief Marketing Officer (CMO) Spend Survey showed that marketing budgets rose for the third straight year.  Marketing budgets increased to 12 percent of company revenue in 2016, up from 11 percent in 2015. Fifty-seven percent of marketing leaders surveyed expect their budgets will increase further in 2017. Only 14 […]

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Market Research – 8 Strategies for Getting it Right, Quickly

I had a really good conversation with a business colleague who is launching his products into a new channel, with fresh messaging, pricing, etc. We talked about all the various ways of validating the concept before formally announcing it to the world. Like all entrepreneurs, he wanted to know that his chances for revenue and […]

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