In my previous article on the Buyer's Journey, I set out our latest thinking on the nature of the B2B Buying Process. In this article, I want to examine some of the implications of the Buyer's Journey for the B2B sales and marketing process.
The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a ...
BANT, in case anyone is unfamiliar with the acronym, stands for Budget, Authority, Need and Timeline. It’s commonly used in ...
It’s an old story, but one that I still hear far too often. Salespeople complaining that marketing never generates any ...
I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to ...
Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of ...
BP has been getting a great deal of adverse publicity for the recent massive leak in their Gulf of Mexico oil pipeline. It’s ...
What really motivates people? Dan Pink is a contrarian thinker who always challenges me to think from a new perspective. I ...
I came across Simon Sinek's work through a blog post by Augie Ray of Forrester. Sinek is the author of Start With Why. In ...
Jill Konrath's "SNAP Selling" identifies the "itch to pitch" as one of the most damaging habits sales people can possibly ...
