During the Cold War, U.S. Army leaders in Europe faced a disconcerting situation. Their mission was to defend NATO member…
Marketing Tactics
How to Identify Revenue Growth Opportunities
Driving consistent, profitable revenue growth is one of the most persistent challenges that business and marketing leaders face. The key…
B2B Highlights From the August CMO Survey
The findings of the August edition of The CMO Survey by Duke University’s Fuqua School of Business, the American Marketing…
New Research on the Attributes of Complex Buying Decisions
Demand Gen Report recently published the findings of its eighth annual B2B Buyers Survey. The 2019 survey received responses from…
Don’t Rely Too Much on Marketing Best Practices
More than two decades ago, Michael Porter warned about the dangers of relying on benchmarking and “best practices” to produce…
Focus on “High-Yield Behaviors” to Drive Revenue Growth
In my previous two posts, I’ve discussed the expanding role of marketing in driving business growth. Recent research shows that…
How to Persuade Prospects to Leave the Status Quo
Most B2B marketing and sales professionals recognize that their more formidable competitor is usually the status quo. The grip of…
Debunking a Myth About Millennial B2B Buyers
In 2015, Millennials became the largest generational cohort in the US population and the largest generation in the US labor…