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Is the primary purpose of your company and its products and/or services to create demand or fulfill demand? Perhaps you have never been asked this question. Perhaps your answer is: “I’m not sure.” In either case, let’s fix this, shall we? To be successful, demand creators should have a different marketing and sales strategy than […]
I was on the phone with a friend and former colleague and he mentioned that he has been thinking about writing a book for many years – yet has never found the time or inspiration to get started. This was surprising because he happens to be one of the best and most creative writers I […]
We each have our own ways of setting goals and resolutions. Like many of your peers, you may do this exercise at the beginning of the year. Perhaps you are someone who sets and monitors goals on a periodic basis, with no set pattern. Or, you could be one of those who eschews the whole […]
As a marketing/sales leader or company executive, you probably don’t have the luxury of divorcing your mind from business during the holiday period. You know that 2019 will be here in a flash and you need to take steps to ensure that you enter the new year primed for focused activity and optimized results. Following […]
Cure Underperformance and Build Value by Traversing the Business Value Hierarchy Why Review Your Value Hierarchy? It is time to analyze your position in the Value Hierarchy when you have: Customer pressure to discount pricing Lower sales-close rates Higher lead costs Eroding market share If your company is struggling to differentiate products and services to […]
A B2B software client was facing declining quarter-over-quarter sales. Their answer was to hire two additional sales reps. Unfortunately, the new reps were expensive and did not get the revenue back on track. After an analysis of the competitive landscape, we diagnosed the issue as a packaging and delivery problem. The company was selling permanent […]
Agile marketing makes marketing departments more effective by using agile software principles that allow marketers to move faster in response to customer-centric needs. Agile marketers work in sprints — focused, one- to two-week projects — under a scrum master in cross-functional teams. In our practice, we have found the fail-test-succeed iterative nature of agile to […]
If you are facing stagnant or declining sales on one or more products and services, it may be because the way you are either packaging or pricing (or both) is not resonating with your prospects and customers. No matter how well you think you are doing, it never hurts to take a fresh look, not […]
I was delighted to spend about 30 minutes doing a video interview with John Golden from Sales POP! Online and Pipeliner CRM. We had a great conversation about marketing and sales alignment and some of the things I’ve learned about how to improve this for B2B companies. You can watch the interview here, or read […]
Big league pitcher Lefty Gomez is more famous for saying, “I’d rather be lucky than good”, than for the quality of his pitching. Unfortunately, many marketing and sales professionals have this same attitude. More than once, I have succumbed to the wish for more luck when in truth, it was something else I needed. A […]