Featured Articles

1. Are Your B2B Marketing And Sales Skills Keeping Pace With The Way Your Customers Buy? 9/24/2023

   What skills and character traits do you find most valuable for your B2B marketing and sales team? Are you recruiting, testing for, and hiring people with these character traits? Are you developing and rewarding the right skills?

2. Communicating Your Company Culture And Values When It Matters To Your Target Audience 9/18/2023

   Complex, long-term B2B relationships require more than the adequate delivery of goods and services. Healthy, productive relationships that lead to growth for both customers and solution providers are built on shared values and have a cultural fit at their core.

3. Is Busyness Killing Your Business? 9/17/2023

   In his book, “The Power of Human”, Adam Waytz shares a story of an immigrant tom the US who mistakenly thought that the word “busy” meant “good” because every time he asked someone how they were, they said busy.

4. Are You A Commodity Supplier Or A Trusted Strategic Partner? 9/10/2023

   How does one go from being a commodity supplier to a trusted strategic partner? That question is what motivated Debra Oler, vice president and general manager at Grainger, to reframe the company’s brand. How did she do it?

5. What To Do When Your Sales Team Becomes A Bottleneck For Prospects! 9/5/2023

   Consider this, how many prospect accounts are stalled with your sales team? I’m referring to those accounts that you think are a great fit for your solutions, but they’ve been languishing on tracking boards or in the dark spaces of your CRM for months.

6. What Problem Does Your B2B Solution Solve? 8/28/2023

   The first stage of a new product development process is to generate ideas, the same goes for services. And the best commercial ideas often come from exploring unmet customer needs. But do you include this important information in your messaging?

7. How To Attract A Prospect And Hold Their Attention! 8/21/2023

   There is a strong consensus among digital marketers that we have about three seconds to capture the attention of a prospect with our messaging. If we don’t, they move on, and the opportunity is lost. Holding their attention can be even more difficult. How do we get more prospects engaged with our marketing content?

8. Creating Marketing Hooks With Meaning! 8/14/2023

   When it comes to marketing messages that resonate most with potential buyers, showing is more effective than telling. What do I mean by that?

9. As A B2B Seller, Are You Reading The Digital Room? 8/6/2023

   We’ve all sat through presentations, in-person and virtual, good and bad, interesting and boring. One key characteristic of good presenters is being able to read the room, and this can create valuable, engaging presentations. Now consider all your marketing content as a presentation room with each piece of content representing an open seat and you’re at the podium.

10. When SPEED KILLS Sales! 7/31/2023

    I speak with quite a few B2B solution providers who operate on the premise that the faster they contact a “lead” increases their chances of closing a sale. This isn’t true!