catfished stock imagery

Catfished by Stock Imagery

I’ve watched more episodes of MTV’s Catfish than I’m proud of. I’ve seen enough to know that each episode of Catfish follows the same dramatic formula. A confused young adult, finding themselves duped by an online romance, receives assistance finding out the real identity of their fake companion. Eventually they will meet the imposter in real life […]

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B2B Revenue Model

7 Tips for Implementing a New B2B Revenue Model

I write a lot about the importance of choosing the right B2B revenue model, including my most recent post, Does Your B2B Revenue Model Need an Overhaul or a Tune-up? However, while selecting the most effective way to generate revenue (at a reasonable price) is important – how you implement that revenue model is crucial. […]

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Business Innovation

The B2B Innovation Imperative

In his excellent article titled, An Open Letter to CEOs, Alex Osterwalder, co-founder of @Strategyzer, reported, “A recent McKinsey study shows that 80% of your CEO peers think that their current business model is at risk. The research also shows that a mere 6% of your executives are satisfied with the innovation process in your […]

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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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