Featured Articles

51. What's Your Walk-Up Song? 10/23/2023

    The Major League Baseball playoffs are underway, and the world series will begin this week. It is a time when even those who are not fans will tune into a game, as long as it doesn’t interfere with your Golden Bachelor watch party.  

52. Add A Big Helping Of Kaizen To Your B2B Recipe For Success! 10/11/2023

    According to Masaaki Imai, founder of the Kaizen Institute, kaizen means improvement in one’s personal life, home life, social life, and of course, work life.

53. Humanize Your Buyer 10/9/2023

    B2B buyers are teams of problem solvers seeking solutions to improve their businesses. And those teams are comprised of people, working collaboratively under imperfect conditions and sometimes under stress.

54. The Real Buyer's Journey 10/4/2023

    The single force that has disrupted the way B2B solution providers market and sell is also the most critical to business success, buyers. As buyers discovered and embraced on-demand, digital content to help them solve problems, not make purchasing decisions, they pushed long-held B2B marketing traditions aside, rendering them obsolete.

55. The Ongoing Saga Of Economic Uncertainty 9/29/2023

    We’ve been feeling uncertain about the economic future for several years now, long enough that the future we were so uncertain about has arrived. This will be the third consecutive year that I’ve written about experiencing economic uncertainty and how B2B companies should plan and execute marketing and sales. 

56. Marketing Through Economic Uncertainty 9/28/2023

    We’re now in the second consecutive year of economic uncertainty. Or is it the third? Despite this pesky funk, there are some signs of improvement and talk among economists of a soft landing. Yet nearly everyone I speak with feels nervous and that is understandable.

57. Plan Like There Are No Rules 9/28/2023

    This is the time of year when marketing leaders and their teams are establishing goals and developing plans to achieve them for the next year. But to offer some intense candor and honesty, many of us are not great at planning. We love to talk about ideas, create entertaining slide productions, and populate complex spread sheets with words intended to convey a strategic vision. But that’s not real planning! 

58. 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.