Improving Lead Follow-up and Conversion
If your company is like most, chances are it expends significant resources on B2B lead generation, and you need to ensure that you are maximizing
Realigning sales funnel assumptions
Realigning sales funnel assumptions Is it time to discard the traditional sales funnel? A newly published Harvard Business Review article, “What Salespeople Need to Know
Reduce Customer Acquisition Costs and Win More Deals
The shift in buyer behavior resulting from the ubiquitous availability of digital information requires continuous adaption of B2B marketing strategies to keep them working effectively
4 Rules for Better B2B Content Marketing
The Internet has revolutionized much of life as we know it. Sharing information and engaging in critical conversations has become more direct, immediate, and yet
For B2B Marketers WOM Trust Trumps All
Consider this: you’re a B2B buyer in need of a complex technology solution. Your inbox has several emailed offers from various vendors, only some of
The Future of Marketing is About Trust
Admittedly, I don’t get a lot of the new world of communication. I notice my brother putting a post on Facebook about the status of
3 Key Benefits of Psychographic Segmentation
Lisa Vitale on Benefits of Psychographic Segmentation. While there are many ways to segment your target audience, B2C marketers are successfully using psychographic segmentation as
Creating a Digital B2B Sales Process
Lisa Vitale Sales Process ExpertHere’s a sobering thought for B2B sales people and their marketing counterparts: “…today’s buyers might be anywhere from 60% to 90%
Step 2 – Update the Sales Process
The first of this two part series, Step 1 – Define Your Prospects Better, focused on defining the B2B decision maker. This post will focus