This post isn’t for companies trying to survive maybe one more year—it’s for innovators looking to shake up markets and dominate industries. As we head into 2015, you’re likely hearing about the importance of content marketing, social listening, marketing automation, etc. Those status-quo tactics are all great and should be done, but they won’t put […]
“The worst sin in sales is not to lose a deal, but to lose a deal slowly.” – John Barrows. There is a lot of wisdom in these words, both from a sales and marketing perspective. It is obvious in sales that time is literally money, and more time spent chasing bad deals means less time for […]
I’ve talked with a number of marketing-focused tech startups about whether or not they feel ad agencies are a useful path to customers. In these conversations there’s strong consensus among freshly-funded companies that they can go it alone, and strong consensus from companies that have burned through their funding that they need help. I have […]
Why isn’t more sales enablement happening? I see groups on LinkedIn with 10,000+ members devoted to talking about it. Every client, technology vendor and consultant agrees that sales enablement is a great idea. Over 1800 people attended Forrester’s Sales Enablement Forum and sat through Scott Santucci’s “State of the Union” style address on sales enablement. But literally not […]
This is not an April Fools’ joke: B2B marketing executed entirely in-house almost always goes wrong. Even if your in-house marketing team already has the proper mix of marketing specialists (artists) vs marketing generalists (managers), it’s still risky to execute marketing initiatives solely in-house. Here’s why: Your clients don’t pay you to get emotional An agency’s clients explicitly […]
Why Didn’t B2B Start Marketing Sooner? I doubt I need to make much of a case for the fact that most B2B marketing is less than stellar. You probably work at a company. When was the last time someone tried to sell you something and you said, “Wow, their marketing was incredible!” I’ll guess basically […]
I had a conversation with Craig Nelson of the Sales Enablement Group because I wanted to get a clearer picture about what type of organizations were practicing sales enablement. I opened up the conversation to the LinkedIn community a few weeks back and got some very interesting perspectives. Here’s the link to the conversation on LinkedIn. Here are […]
I recently had the opportunity to interview Craig Nelson of Sales Enablement Group. I asked him why the trend of sales enablement has really taken off in the past few years. Why sales enablement? Why now? I also opened the conversation up to the wider LinkedIn community and there are some really great opinions came […]
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