Are you reliant on hair-on-fire marketing?

Are you reliant on hair-on-fire marketing? If your efforts to gain the attention of prospects relies on over-the-top attention-grabbers, shock graphics or in-your-face claims and warnings, you may risk losing credibility with your audience. That’s what we refer to as…
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Develop Commercial Insights That Challenge Buyers’ Thinking

What are commercial insights? Today’s B2B buyers, empowered by a 24/7 information-rich digital medium, have upended the traditional sales and marketing model for success.  With this dramatic shift in buyer behavior, you have to make a correspondingly radical shift in…
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6 Technology Marketing Steps to Increase Target Account Engagement and Sales

In his recent Forbes article You’re Doing It Wrong: Demand Generation, Patrick Spenner* lays out a strong argument to suggest that marketers who focus on individual decision-maker personas may be doing more harm than good. The crux of Spenner’s argument rests…
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When to Use a Social Media Poll vs. a Survey

A quick trip around the web illustrates how B2b businesses are leveraging the polling/survey capabilities of various social media platforms, in addition to the more traditional services.  But before you go to LinkedIn or Survey Monkey to launch your new…
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Better Contact Profiles Drive Sales Pipeline

Selling complex solutions typically requires that account managers engage with a whole range of influencers in addition to the key decision makers. This can be challenging enough, but when the influencers and decision makers on your target account list are…
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Ensure campaign success with prospect surveys

Prospect surveys may be easier to do than you think, and leveraging the results in a timely fashion can have a major impact on campaign success.   In a recent blog post – “Proof That It Never Hurts To Ask”1,…
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