Thoughts for the Week

51. 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.

52. 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.

53. 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. 

54. 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.

55. 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?

56. 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.

57. 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?

58. 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?

59. 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?

60. 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.