“Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. Maybe their offering has a faster processor, uses the latest chipset, or has more memory, or greater functionality. Similar claims are made about ...
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 ...
I admit it. I’ve been guilty of promoting the benefits of sales and marketing alignment as if they were self-evident to ...
