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  • What B2B Marketers Are Missing By Skipping Customer Research (And How To Do It Right)
    October 11, 2019 at 11:00 AM
    When I say “research”, what comes to your mind? If you're like most B2B Marketers, you probably thought "ugh!"In talking with my client...
  • Stop Selling and Start Listening
    August 29, 2019 at 12:00 AM
    Of all the emails I receive in my inbox every day, only 10% are either work-related or from family and friends. The remaining 90%? You guessed it: Col...
  • The Most Obvious Marketing Mistake – Selling on Features
    March 15, 2019 at 11:00 AM
    I recently made a trip to Home Depot to buy a replacement light bulb for my bedside lamp.On any given year, I spend 0% of my time thinking about light...
  • Speak My Language: Why B2B Marketing and Sales Professionals Need to Communicate Value Beyond the IT Function
    February 25, 2019 at 8:00 AM
    For my sins, I consider myself to be a ‘pracademic’, a word I use to describe myself because I had a long and reasonably successful career in corporat...
  • How to Avoid the Top B2B Marketing Mistake
    January 8, 2019 at 12:00 PM
    B2B marketing has evolved and continues to do so at such a rapid pace. Brands are getting extraordinary opportunities to interact with customers faste...
  • Want to create a powerful value proposition? Involve a team
    August 1, 2018 at 11:00 AM
    WHY SUCCESSFUL VALUE PROPOSITION CREATION IS A TEAM EFFORTWhose job is it to come up with your organization’s value proposition?As a lifelong marketer...
  • How CMO's Can Become Indispensable Growth Drivers
    May 10, 2018 at 11:00 AM
    You may have heard that more and more companies are doing away with the “Chief Marketing Officer”. Instead, they are consolidating marketing, customer...
  • Are You Laser Focused On Your Ideal Customer?
    April 4, 2018 at 11:00 AM
    Imagine that you’ve built a terrific product and are all set to launch it in the market as the next big thing that will solve people’s problems. But w...
  • 6 MUST-HAVES FOR B2B EVENT MARKETING SUCCESS
    April 10, 2018 at 11:00 AM
    B2B marketers spend 20-30% of their budget on event marketing every year. According to a Gartner CMO report, it’s one of the top four spending areas —...
  • 5 STEPS TO CREATING A POWERFUL VALUE PROPOSITION
    April 10, 2018 at 11:00 AM
    If you’ve been in B2B marketing or sales for the last few years, you’ve definitely noticed some changes – longer and more complex sales cycles, more b...
  • Swimming in a Sea of Sameness
    February 28, 2018 at 12:00 PM
    New research shows that B2B telecom firms are hellbent on sounding the sameThis may or may not come as a surprise to you, but we have an epidemic on o...
  • Sales and Marketing Alignment: Why You Need to Figure it Out
    February 1, 2018 at 12:00 PM
    In today’s omnichannel world where potential buyers get lots of product and company information online, it is crucial that sales and marketing are ali...
  • B2B Marketing in 2018: It’s Time to Go Back to the Basics
    January 5, 2018 at 12:00 PM
    I love reading over everyone’s predictions for the New Year. Especially as it relates to marketing.But most of the predictions seem to be around marke...
  • Want to Be More Effective at Content Marketing? Give Value.
    November 2, 2017 at 11:00 AM
    You’ve probably seen these stats by now — up to 90% of the content that marketing creates is never used by the sales team, and 42% of content marketin...
  • How To Get to the Heart of What Your Buyers Want
    September 3, 2017 at 11:00 AM
    As a B2B Marketing consultant, one of the questions I get asked most frequently is “how can I really know what my customers care about?”And, my answer...
  • Lack of Preparation Kills Businesses: Why You Need To Do Your Homework
    April 7, 2017 at 11:00 AM
    For me, the word “homework” conjures up college memories of late nights, vending machine meals and stress. Maybe this is why most of us aren’t very ea...
  • Advice for B2B Marketers: How to Get Sales Buy-in
    February 21, 2017 at 12:00 PM
    According to John Kotter, author of Buy-In, “70% of all organizational change efforts fail, and one reason for this is executives simply don’t get eno...
  • How To Get A Handle On Your Competition
    January 13, 2017 at 12:00 PM
    It is impossible to be at the top of your game without first understanding what you are up against. Ask anyone that sells a “commodity”, and they will...
  • 5 Steps To Creating A Powerful Value Proposition
    January 11, 2017 at 12:00 PM
    If you’ve been in B2B marketing or sales for the last few years, you’ve definitely noticed some changes – longer and more complex sales cycles, more b...
  • Why More Isn’t Always Better
    December 16, 2016 at 12:00 PM
    It’s the time of the year when many of us tend to over-indulge. Whether it’s saying yes to one more party. One more cookie. One more glass of wine. We...
  • What Marketers Can Learn From Top Chefs
    November 5, 2016 at 11:00 AM
    I’ve been obsessed with reality TV cooking competitions lately. One of the more entertaining shows is “Chopped”, which features talented chefs on the ...
  • 4 Scenarios When You Should Outsource Marketing
    August 26, 2016 at 11:00 AM
    No matter the size of your organization, chances are the perception is that you and your marketing team can handle it all. From redesigning the websit...
  • Advice for Marketers: How To Drive Growth (By Talking To Your Sales Team)
    August 1, 2016 at 11:00 AM
    Over the past decade I’ve had the opportunity to work with Sales teams of all sizes. My formal degree and passion are in Marketing, but I learned earl...
  • Revolutionize Your Business By Doing This ONE Small Thing
    July 28, 2016 at 11:00 AM
    Oftentimes it’s the little things that make the biggest difference. Take cooking, for example. One year I had the goal to learn how to cook at least o...
  • Here’s Why You Need to Embrace a Customer-Centric Approach
    July 10, 2016 at 11:00 AM
    Let’s begin with a scenario — how much time do you spend focusing on your internal core operation rather than truly identifying market or customer nee...
  • How to Target Your Way to Content Marketing Success
    May 20, 2016 at 11:00 AM
    If you aim at nothing, you’ll hit it every time.” – Zig ZiglarWhy targeting is importantI love this old saying by Zig Ziglar. Not just because it’s pa...
  • 4 Steps to Up Your Content Marketing Game
    May 6, 2016 at 11:00 AM
    Don’t become a wandering generality. Be a meaningful specific.” – Zig ZiglarIf you’re in content marketing, these words of Zig Ziglar are something yo...
  • 3 Tips to Excel in B2B Marketing
    April 6, 2016 at 11:00 AM
    As we wrap up the first quarter, it’s a good time to review your marketing performance and set plans for what lies ahead. Did you manage to hit (bette...
  • The Secret of Creating Successful Buyer Personas
    April 5, 2016 at 12:00 PM
    Is your organization creating buyer personas? If not, you’re skipping a fundamental step in your marketing approach. But, perhaps the only thing worse...
  • X Marks the Spot: Do You Know Where Your Business is Headed?
    March 25, 2016 at 11:00 AM
    “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.”The quote comes courtesy of Chinese mi...
  • Don’t Let Your Customers Dump You Silently, Listen to Them
    March 18, 2016 at 11:00 AM
    Let me begin with two statistics.For every customer who bothers to complain, 26 others customers remain silent. (Lee Resource)96% of unhappy customers...

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