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    Blog Category // B2B Marketing (4)

    Why B2B sales people need to lead towards - not with - their solution

    One of the key principles that underpin the insight-led selling mindset is the idea that your marketing messages - and your ...

    Why your market segmentation must focus on the centres, not the edges

    Market segmentation is one of the most powerful tools in the B2B sales and marketing toolbox. If done well, it can ...

    B2B Complex Sales: process is no substitute for emotional intelligence

    Many sales leaders believe that having a sales process is important - as evidenced by the over 300 million references on ...

    Why we all need to start with “why” - Simon Sinek’s TED Talk revisited

    Kudos to the folks at HubSpot for analysing just what makes Simon Sinek’s awe-inspiring TED Talk on “Inspiring Action” so ...

    McKinsey: why most B2B marketing messages fail to move the customer

    Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...

    Happy B2B Sales Endings Start at the Beginning

    Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you ...

    B2B Marketing: The Trouble with Thought Leadership

    Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought ...

    B2B Sales: Focusing on your Prospect’s Needs is a Misguided Strategy

    I recently suggested that seeking to achieve “customer delight” may be a misguided and ultimately unprofitable strategy for ...

    B2B sales: “how are you?” and other cringe-worthy opening questions

    Call me old fashioned if you will, but when someone I have never met phones me out of the blue and can’t think of anything ...

    A new definition for SaaS: “Sellotape assisted asset Sale” ;-)

    I attended the always-excellent Megabuyte Forum event in London today (if you’re a C-level executive in a UK-based ...