B2B Guarantee

The Power Of A Guarantee In Driving B2B Revenue

To guarantee or not to guarantee, that is the question. In my experience, the benefits of a performance guarantee usually outweigh the disadvantages. A guarantee promises a measurable improvement for a client — for example, the amount of cost savings or increase in B2B revenue that will be achieved by using your product or service. […]

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Revenue Growth Barriers

Stop Making It Hard For People To Buy: Six Barriers That Prevent Revenue Growth

Perhaps you have a great product or service that has proven benefits for those fortunate enough to purchase from your company. However, you are not getting the marketplace traction or revenue growth you need, and competitors are grabbing what should be your market share. The tendency in such a scenario is to demand a better […]

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Is Your 2018 Lead-to-Revenue Plan Missing This Critical Ingredient?

Marketing and sales professionals talk about awareness, leads, opportunities and revenue. They do this because their ability to achieve positive and measurable results in these categories defines job performance. However, many companies would benefit from a taking a step back to gain a holistic and top-down view of the entire lead-to-revenue (L2R) process. The lead-to-revenue […]

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Top 6 Ways that Marketing Supports B2B Sales and Revenue

Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What in the heck does sales want from us anyway?”  And the problem is, the sales department sometimes doesn’t know what it wants — or it changes what it asks for on some seemingly random basis. […]

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Marketing Can Be Amusing

Marketing is a serious subject at most companies. After all, the marketing department is only one step removed from the sales department and revenue generation—the lifeblood of all businesses. As one of my favorite CEO’s was fond of saying, “Revenue covers a lot of other sins, but a lack of revenue causes all sins to be exposed.” […]

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