When creating your customer persona there are two main camps that organizations fall into. Those that have customers and those do not have customers or at least very few. If you fall into the group with customers that is great, but it still does not mean you are finished, in fact it could be the recipe for disaster. 

Business-to-business sales professionals are no strangers to innovation. The last decade has seen a shift to Zoom meetings, the rise of hyperscale data vendors, and modern RevOps. The days of smiling and dialing and wining and dining aren’t over, per se, but things are markedly different. Enter the next disruptor: artificial intelligence and ChatGPT in particular.

Today it seems that every business is engaged in some sort of content marketing initiative, which means that in addition to pitching products or services via traditional marketing methods, companies also are producing content to help inform, educate and even entertain their audiences. But because there’s some confusion about what content marketing actually is, many businesses aren’t as effective as they could be in their content marketing efforts. 

Susan Lynch-Smith, Head of Business Development at Douglas CDMO, speaks about the importance of building trust with your prospect throughout their entire buyer's journey. Think know your buyer, empathty, account based marketing, and precision.  

Susan Lynch-Smith, Head of Business Development at Douglas CDMO, describes the complex landscape that buyers and solution providers must navigate together: volatile funding streams, investor scrutiny, heightened caution, more stakeholders, increased accountability, adaptability and speed from CDMOs, longer sales cycles, and a reduced tolerance for risk. 

Matt Pillar, VP of Editorial & Content explains the Follow Your Reader principle and how it supports both our audiences and strategic partners.