I hosted three round table discussions at least week’s excellent Econsultancy B2B Digital Cream event on the subject of Lead Scoring and Nurturing, and the abiding conclusion was that Lead Scoring and Nurturing is - as one observer suggested - a lot like teenage sex: lots ...
“Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. ...
When you’ve been a customer for more than 20 years, you can sometimes get into the comfortable habit of assuming that the ...
The length of the average sales cycle is a concern for many B2B sales leaders, and with good reason: successfully shortening ...
According to a recent series of articles by Adam Needles, author of “Balancing the Demand Equation”, the current state of ...
Gerhard Gschwandtner, publisher of Selling Power - in a characteristically provocative piece - recently predicted that the ...
John Wanamaker - described by Wikipedia as the father of modern advertising, and a pioneer in marketing - is famously and ...
Who (or what) does your company really compete against? For the majority of B2B product or service offerings, the answer is ...
I recently received a LinkedIn message from someone whose profile I had accidently visited, saying something along the lines ...
CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed ...
