I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they are converging.Read More
Most business-to-business marketing is dreadfully boring.
Why is that? I think marketers get hung up on that “business” word and forget that they should be communicating to people.
But it doesn’t have to be that way!Read More
Today buyers are in charge.
As you consider real-time technology to help you with agile, social selling, you’ll need to be very careful about the role of your Customer Relationship Management System (CRM) and Sales Force Automation (SFA) Platform because it is unlikely that agile, real-time social selling is optimized by software products designed before social networking was mainstream.Read More
Last week, I delivered the closing keynote at the Business Marketing Association 2014 annual conference, the largest business-to-business marketing conference in the world.Read More
Our ongoing communications revolution has profoundly affected how salespeople achieve success.Read More
I get pushback from many entrepreneurs and business owners as well as CMOs in larger businesses about the idea of using inbound marketing because they see the investment in people to create content as a barrier. They say things like: "I cannot find money in my budget to spend $5,000 a month (or whatever the number) on content creation."Read More