Featured Articles

1. 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.

2. 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.

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.