Articles by Perry Rearick

  1. Sales Lead Follow-Up That Builds Trust 4/24/2026

    Effectively following up with a prospect, a good target audience match, calls for a combination of nurturing, listening, discovering, informing, educating, offering examples, and above all, helping.

  2. Earn More Business With Buyer-Aligned Sales Lead Follow-Up 4/24/2026

    The outcome we should have for every sales follow-up with a potential buyer is to help them advance to the next stage of their buyer's journey.

  3. Aligning Content To The Real B2B Buyer's Journey 4/20/2026

    Few things build trust faster and more effectively with buyers than a content marketing strategy aligned with the real B2B buyer’s journey. 

  4. Root Cause Analysis When B2B Marketing & Sales Underperform 4/15/2026

    When linear, process-driven production issues occur, engineers and scientists conduct root cause analysis to get to and solve the core problem. Underperforming marketing and sales programs often waste time chasing symptoms rather than solving real problems. While well intended, those us in the marketing and sales could use some help. 

  5. The Real B2B Buyer's Journey 4/15/2026

    The single force disrupting the way B2B solution providers market and sell is also the most critical to business success, buyerrs. Far too many B2B solution providers have been slow to adpt to how buyers make purchasing decisions.

  6. The Touchstones Of Leadership 3/17/2026

    Joseph Carleone has spent most of his life in executive leadership positions from companies in the defense industry to chemicals, pharmaceuticals and cosmetics. In those 45-plus years he experienced significant change in technology, market shifts, and the nature of the workforce. However, he lived and led by a consistent set of principles.

  7. Your B2B Marketing Content Has Royal Lineage 10/7/2024

    Content is the entire back row of the chess board, the royal rank of king, queen, bishop, knight and rook. These are the most important and, except for the king, powerful pieces on the chess board that can change the outcome of the game with several strategic moves.

  8. Plan Like There Are No Rules 9/30/2024

    If you already began planning for your business’ success 2025, including a marketing plan with supporting budget, congratulations, you are ahead of schedule. But now it’s Q4 so let’s get on with it.

  9. Beware of FOMO & Vanity Metrics 9/23/2024

    Nothing destroys a well-planned and adequately resourced B2B marketing strategy like a big emotional dose of FOMO and the uncontrollable urge to chase vanity metrics. 

  10. Is Your Business Dying Because Your Marketing Is On A Starvation Diet? 9/17/2024

     

    At the top of my list of books-to-read this Fall as you plan for business success in 2025 is “Stop Starvation Marketing” by Christine Slocumb. This is a must-read if you are a B2B solution provider in life sciences, technology, or any space characterized by long sales cycles, high-investment solutions, and complex business relationships. It will change how you think about and do marketing, and the results you achieve by following Chris’ advice will be astounding 

     

    Is Your Business Dying Because Your Marketing Is On A Starvation Diet?