Tag: B2B

Shifting Resources from Sales to Marketing (Gradually)

Shifting Resources from Sales to Marketing (Gradually)

I constantly see this situation with our potential customers. They have a successful sales organization, their business comes from referrals, and they fear that if they take their eye off the ball for one moment, the whole thing will come crashing down. It’s a...
What Will Make Your Sales Reps Sound Smarter?

What Will Make Your Sales Reps Sound Smarter?

Here’s a loaded question: who do you trust more, someone unintelligent or someone who has a well-researched answer to every question? Sales are won by the reps that customers know, like and trust. In our personal lives, all of us can name plenty of acquaintances...
Your Blog is (also) a Sales Tool

Your Blog is (also) a Sales Tool

Blogging is usually very clearly a marketing function, many times expected to drive traffic through SEO and being shared on social media. This stereotype makes it easy for sales-driven organizations to opt out of blogging. “We don’t care about SEO.”...
Business Growth: A Constant Transition

Business Growth: A Constant Transition

If you’re not growing you’re dying. Many firms achieve a certain level of success and stop growing because the skills that got you to $1 million won’t get you to $10 million; the skills that get you to 10 won’t get you to 100, nor to a billion....
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