For obvious reasons, B2B marketers have always craved insights about their current and potential buyers. Such insights can enable astute…
Three Critical Steps for Thought Leadership Success
It’s now abundantly clear that compelling thought leadership content has become a vital component of effective marketing for most B2B…
Moving Beyond Mere Sales-Marketing “Alignment”
In my last post, I discussed some of the findings of a 2019 survey about sales and marketing alignment by…
Why Superficial Sales-Marketing Alignment Isn’t Enough
Astute B2B marketing and sales professionals have long recognized the importance of having a productive relationship between marketing and sales,…
Our Most Popular Posts of 2019
This will be my last post of 2019, and I want to thank everyone who has spent some of his…
Four Keys to Strong Customer Relationships
A recent report by Accenture Interactive provides several interesting insights on both the fragility of B2B seller-buyer relationships and what…
Think “Close and Deep” to Maximize Growth
During the Cold War, U.S. Army leaders in Europe faced a disconcerting situation. Their mission was to defend NATO member…
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…