Clik here to view.
The Twisted Path to a Sale
Marketing strategies typically depend on buying models that outline a linear, logical, and direct, path to a sale. In these models, buyers establish need, search for solutions, find them, study them,...
View ArticleClik here to view.
Aligning Sales & Marketing: The Upside of Lopsided Risk
Above the door of an air traffic control tower is a sign that reads, “What is the similarity between air traffic controllers and pilots? If a pilot screws up, the pilot dies; but if ATC screws up …the...
View ArticleThe New B2B Buyer Dialog: My Interview with Spear Marketing
I’m honored to be interviewed by Howard Sewell on the Spear Marketing blog The Point. In the interview, Howard and I discuss how the internet has forever changed the dialog between B2B companies and...
View ArticleClik here to view.
Social Media and Your Sales Team: Help Them Link In
Some sales people feel that social media is waste of time. Yet, one of marketing’s jobs is to link the sales team into the company’s digital dialog with buyers. LinkedIn plays an important part of...
View ArticleClik here to view.
For Better Lead Follow-up from Sales, Play by the Rules
Marketers get frustrated when the sales team gives low priority to new prospect leads – or elects not to follow up at all. It’s a travesty. According to SiriusDecisions, 80% of leads eventually buy...
View ArticleClik here to view.
From No Budget to Signed Deal Using Provocation-based Selling
What opens an executive’s wallet? How do you get attention of the executive who has the wallet? I answered these questions in the recent Marketo Revenue Master’s webinar, From No Budget to Signed...
View ArticleClik here to view.
What Opens an Executive’s Wallet?
After our Marketo Revenue Masters webinar called ‘From No Budget to Signed Deal Using Provocation-based Selling’, Marketo sales SVP Bill Binch and I received a number of follow-up questions from the...
View ArticleClik here to view.
Mind the Gap! Stopping a Major Source of Lead Leakage
B2B companies think about revenue creation as having two stages – a marketing stage and a sales stage. But the Internet has jacked open a big gap between these two. Leads are falling in. Suppliers see...
View ArticleClik here to view.
The ONE THING Sales People Want Marketing to Know About Sales
I asked a LinkedIn group: “What is the ONE THING that sales people wish marketing people knew about the sales job?” I found surprising clarity in the 90 (mostly) thoughtful, comments. The VPs of...
View ArticleClik here to view.
The Other TWO THINGS Sales People Want Marketing to Know
I asked a LinkedIn group: “What is the ONE THING that sales people wish marketing people knew about the sales job?” Their 90 comments revealed three things. Two I’ve summarized here. The other is in...
View Article
