Exceptional B2B MarketingJoin us for actionable business-to-business insight that will help you get B2B sales and marketing results. You will find many valuable ideas here across a broad spectrum of B2B marketing topics and issues.
There are many industry gurus out there proclaiming the death of the B2B sales profession. Forrester Research predicted that 1 million B2B sales jobs would be lost between 2017 and 2020 (something I haven’t seen). The basic premise is that today’s marketing automation and sales systems, content rich websites and e-commerce platforms, make the B2B […]
In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment. Both articles, and this one, are based on the BrightTALK Sales Expert Channel webinar, Assess, Align and Accelerate – 3 Steps to Power Revenue Growth that I did last month with […]
Last month, 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. In just 45 minutes, we covered a lot of ground regarding our experiences in helping B2B companies boost their revenue. […]
Properly pricing products and services is always something of a challenge because it seems that everyone has a different view on the matter. Also, good pricing is both an art and a science which means that different personalities approach the topic entirely differently. Executive A picks a number out of his/her head, proclaiming, “This is […]
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.