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Last week, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and Accelerate – 3 Steps to Power Revenue Growth. You can listen to the on-demand version here. I believe it will be a good use of your time since we covered some proven strategies for […]
Lisa Magnuson, Founder and CEO of Top Line Sales, asked for my input on a book she is writing on how to win large enterprise sales deals. Since Lisa is perhaps the premier expert in this area, I was happy to participate by offering 13 strategies that can help block competitors and build a competitive […]
Ever feel stagnant in your marketing efforts, when what you have been doing is not getting the desired results? All of us who practice marketing have faced this challenge. It can be difficult and disconcerting, especially when faced with quarterly B2B revenue growth pressures. Fortunately, all is not lost if you are willing to consider, […]
Why you need to be a “pipe”, not a “bucket” marketer. B2B marketers seem to come in two varieties; those with a propensity to act, and those with a propensity to ponder. The former usually have a much higher output than the latter. And yes, they also make more mistakes (guilty as charged here!). On […]
As an avid practitioner of content marketing, both for our clients and my own company, I’ve heard (and expressed) a lot of opinions and comments about content marketing, ranging from: “It doesn’t work, so why the heck are we doing it?” “I think it might help us, but we have no way of measuring results.” […]
Companies who are considered commodity providers face price and competitive pressures. This article discusses how to use pull marketing to become a branded authority in your field and improve sales results.
Earlier this week, I presented a BrightTALK webinar on behalf of the Sales Experts Channel, titled, Branding and Positioning for Market Leadership. With over 200 registrants, this is obviously a topic of great interest. As I explained, after making the decision to embark on a branding upgrade, there is a critical decision to be made: […]
I am a big fan of the integrative medicine movement. As Duke Integrative Medicine describes it: Integrative medicine is an approach to care that puts the patient at the center and addresses the full range of physical, emotional, mental, social, spiritual and environmental influences that affect a person’s health. It uses the most appropriate interventions from […]
One of the advantages of a long career in any discipline is the ability to look back and see lessons learned over many companies, initiatives and projects. This is why you want to hear your surgeon say that this is their 400th similar procedure, and not: I just graduated and this is my first procedure. […]
Before we get too deep into the year, why not take one or more actions that can propel your company value to new heights? It’s not just about marketing and selling better, or about creating a better customer experience (CX). You have been doing these things for some time, so why not try something a […]