For B2B Companies, Selling Better is Not the Answer

When challenged, we humans have a tendency to resort to the known and familiar path (not taking “the road less traveled”).  And in the B2B arena, this can often mean figuring out a way to sell faster, harder, more aggressively, etc. This can mean upgrading sales skills, hiring more sales people, changing comp plans or […]

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B2B Marketing: Six Need-to-Know Nuggets

Rather than my usual practice of writing some in-depth content about a specific subject area, thought I would share some quick thoughts on some important subjects related to B2B marketing and sales. Sometimes there’s just too much going on for a single-topic post! Monitoring Performance A guy named John Wanamaker, who was a pioneer of […]

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Social Media – Driving Competitive Advantage for B2B Marketers

eMarketing Strategy’s Ruth Stevens, one of the nation’s foremost practitioners of B2B marketing, posted the above graphic on LinkedIn. Based on our experience speaking with many B2B organizations, these results pass the smell test. My only problem with the graphic is the 45 percent who claim they are “getting there.” This group could range from companies […]

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The Biggest Threat to Your B2B Marketing Success

Of all the threats to your ability to achieve marketing success, perhaps the most insidious is inertia.  According to Wikipedia, “Inertia is the resistance of any physical object to any change in its motion (including a change in direction).” This basically means that if you are currently doing little or nothing, chances are you will […]

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