Guest Contributions by B2B Experts

In my last Great B2B Marketing post, I made a bold claim. What’s worse, my own community was the target. While sharing ways to move from cyclical to strategic website planning, I argued that “…failing to make user experience a top priority plagues many marketing organizations and warrants its own blog post.” The gloves were […]

There is a lot of conversation circulating about building your personal brand. If you take a look online, you might see personal branding defined 1 as “the practice of people marketing themselves and their careers as brands,” with terms like “self-packaging” thrown into the mix. But, the discussion about personal branding is fairly superficial; what […]

A new mechanism has emerged to help B2B buyers who are searching online for products and solutions: Ratings and reviews sites, where searchers can find out what their peers are saying about prospective products and suppliers, and compare product features head to head.  Just as consumers use Yelp and TripAdvisor, business buyers can check out […]

It’s Not Product vs. Sales, It’s Product and Sales. The other week a company with which I work sent a link to an article and asked what I thought.  The link led to a TechCrunch article by Martina Lauchengco and Jim Wilson titled “Why Your Startup Shouldn’t Rush to $1 Million in Revenue”. They questioned […]

Sales managers and leaders can impact the quality of the sales conversation and improve win ratios by asking the right questions at the right time. Successful sales leaders have a solid deal review guide as part of their Sales Leadership Playbooks. The questions can be used during pre-call planning, as part of 1:1 coaching or […]

If you’re a small business owner, you might remember the day you implemented Google Analytics on your website and saw traffic come in for the first time. You recall how excited you were and rewarded yourself with a nice glass of wine. Gradually, you received your first, hundredth, and thousandth free trial signup (and probably […]

I’m occasionally asked by clients or business colleagues: “What actions can I take that will have the biggest effect on my top line (revenue) or bottom line (profit)?” This is a great question and cannot be oversimplified.  After all, no two companies are alike, and each set of solutions has different competition, sales ecosystems, etc.  […]

A few months ago, I ran into an executive who was working on a content management project. He described the business objectives for the project, and told me he was in the latter stages of the selection process for a solution provider. I asked him which solution providers he was considering and he rattled off […]

As a follow on to Seven Steps to Composing a Compelling Business Mpact Statement, Business Mpact Selling is a philosophy and approach to sales that will provide clients with solutions which truly improve the clients business outcomes, differentiates the unique characteristics of your offering, increase close rates, and provides increased sales margins. Working with thousands of […]

Sales Fungus takes many forms. It reveals itself as a brain disease often fatal to the rep’s career if not cured early enough. The effects of an SF Infection are the following: Sales Fungus infections create what is known as the “delaying syndrome:” Reps delay lead follow-up, delay submitting follow-up information the prospect requests, and […]