How to Achieve Expert Status in B2B Marketing and Sales

On my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those who are perceived as being competent or proficient. The difference between these categories may not seem great but the rewards in terms of compensation, respect and self-determination can be substantial. This principle is true in […]

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Actions Trump Ideas in B2B Marketing and Sales

In his seminal book, Managing Oneself, my favorite business management guru/consultant Peter Drucker made the following observation: “For example, a planner may find that his beautiful plans fail because he does not follow through on them. Like so many brilliant people, he believes that ideas move mountains. But bulldozers move mountains; ideas show where the […]

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The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

I’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) implications. Browse Amazon’s selection and you’ll see many offerings, including the Tao of Leadership, Physics, Dating and Pooh. According to Wikipedia, Tao or Dao is a Chinese concept signifying “way,” “path,” “route,” or sometimes more […]

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Marketing Specialist or Generalist – Which do You Need?

One of my favorite business writers, Bob Bly, published an intriguing article in an October, 2015 newsletter on the topic of whether a marketing generalist or specialist is preferable. Bly opened his article as follows: Robert Heinlein, the great science fiction writer, despised the idea of specialization. “Specialization is for insects,” wrote Heinlein. “A human […]

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Be an Outcome-Based B2B Marketing and Sales Professional

A long-time client (and friend) mentioned that I had told her something some time ago that has helped her several times over the ensuing years. My advice was to stop focusing on what she didn’t want for her business and instead focus on exactly what she did want. In other words, start with the outcome […]

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Why Timing is a Critical Factor in B2B Marketing Success

Earlier this year, Bill Gross, founder of Idealab, spoke at TED on the topic of top factors in startup success.  Since Mr. Gross has founded and funded many successful ventures, his advice is worth listening to. After studying 200 startup companies (both successful and not) it was determined that, of the five most important factors, […]

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