Sales and Marketing

Align Marketing and Sales to Streamline the Buying Experience: 4 Imperatives – B2B Marketing Article

In Deloitte: The Future of B2B Sales is “Experience Selling, Bob Thompson relates a discussion he had with Harry Datwani, a Principal at Deloitte Digital about his company’s research on the B2B buying experience. According to Datwani, the study was conducted because the B2B buying process is changing rapidly — driven by customers/buyers. The report notes that “B2B buyers are being influenced by their experiences as consumers” and that the “B2B buyer is shifting from buying products and solutions to buying…

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Four Keys to Build an Unstoppable B2B Revenue Machine in 2020 – B2B Marketing Article

My job, and core mission, is to help B2B companies accelerate their revenue growth. While every company has a different set of challenges and objectives, there are some common dynamics at play that can be used to boost revenue without busting the marketing and sales budget. Dynamic 1: Revenue assessment. Effective growth planning always starts with an assessment of the past, plus your current challenges and opportunities. One of the Source: tools we use to accomplish this is the…

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