Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing. ABM, the acronym for Account-Based Marketing, is the latest rage. It is an example of how an old concept can be recycled and be claimed anew again. In the 1980’s and 1990’s, ABS, the acronym for Account-Based Sales, …
Power Account-Based Marketing With Buyer Insights Read More »
Are the goals you think of, consciously and non-consciously, the same as they were five years ago? Ten years ago? The chances are, they have changed. For some, changes may be subtle while for others goals have changed substantially. Significant shifts in buyer behavior as a result of evolving digital technology are causing both buyers …
The wave of digital technology and transformation continues to spread. Changing buying behavior in ways unimagined. Interactions between companies and their customers have changed forever. Buyers are empowered. And, now users are empowered with a powerful new voice of influence in purchase decisions. The Rise Of The User Digital technology is impacting how companies organize …
The process of planning and budgeting has begun or is about to begin for many senior leaders returning to post-summer planning mode. Usually, the fixation is on the budget. An exercise some welcome. While others loathe. While the quantitative budget process is of importance, so may be getting the organization right about their buyers. By …
4 Buyer-Focused Strategies B2B Businesses Must Get Right For 2014 Read More »
How the world has changed. Yet, how things remain the same. One thing remaining the same is the gap. And, how the gap is filled. What Is The Gap? Customers and buyers, no matter the market or industry, are in constant motion to fill the gap. You see, they have a gap between what is …
Month after month, Chief Marketing Officers (CMOs) are confronted with a question. It is a powerful question. If answered with accuracy and in-depth understanding, it can make a profound difference. So profound, it will change the fortunes of the organization. What Is The Question? The question, if answered correctly, will accelerate a company’s ability to …
You can almost see the long trumpets getting ready. The clarion call for generating new business in 2014 will be loud and long. B2B businesses have been making the slow crawl out of the recession. Looking out in the horizon for new markets, growing their customer base, and expanding products and services. Getting there means …
Is Your Lead Management Ready To Acquire New Business in 2014? 5 Areas to Get in Synch Read More »
Right around the corner, the laborious and angst filled process of planning for 2014 begins. 2014 will be different. While economic growth will remain sluggish (according to the Congressional Budget Office), businesses are starting to release the chains put around growth spending. A lot has changed since the meltdown of 2008. In these short five …
Is Your 2014 Sales Strategy Already Doomed By Lack of Information? Read More »
The buyer revolution is in a frenzied uprising. More empowered and influential than ever before, buyers are letting it be known of their dissatisfaction. Several reports during the past year indicate buyers frown upon self-serving as well as product-based content marketing and sales approaches. The power of revolt now a mere click to the trash …
5 New Buyer Insights You Need To Grow Customer Acquisition Read More »
Today’s buyers are afforded sources of information, systems, and tools, which help them to make the right purchase decisions. Depending on the complexity of challenges faced, buyers may be seeking simple answers or complex custom solutions. For B2B buyers, the nature of buying itself has changed. This puts pressure on B2B marketers and sellers to …
Does Your Organization Have What It Takes to Catch Up to Evolving Buyers? Read More »
