Writings
Select, researched, thought-provoking, and insightful writings and articles on topics related to buying, marketing, sales, business, design, consumerism, society, economic, the arts, and the future.
- December 6, 2022
Join Me For a Talk on GTM Strategy in a Post-Pandemic World
GTM Strategy Requires Deep Understanding of Buyers On Thursday, December 8, I will be giving a 45-minute talk on the importance of understanding buyers today to meet GTM Strategy challenges in a post-pandemic world. It is a pleasure to accept this invitation from BrightTALK and TechTarget. Two supporters on the need for insights and the power of deeply understanding buyers. For the past year, I have accepted no speaking engagements. Choosing to take time to reflect and conduct research on the impact of a post-pandemic world confronted by enormous challenges. Thus, I am looking forward to sharing with you…
- March 6, 2022
The World Must Respond Commercially and Politically to Threats Against a Free World
Commercial and Political Responses Must Resolve to Stop Russian Aggression Nearly ninety years ago, we saw a forceful head of state annex what he called “homeland” territories. Made sham promises to countries such as England. Invade countries under false pretexts such as Czechoslovakia. The threatening clouds of his real designs were visible yet deemed as something he would never do. The world watched. Failing to respond commercially or politically. Such failure did not stop the rise of Adolf Hitler and his aggression that led to World War II. Ultimately, Hitler’s carnage resulted in destruction, devastation, the atrocities of the…
- March 4, 2022
Buyer Activism Will Rise Among B2B Buyers
Buying Decisions Are Affected By Intensified Buyer Activism Sentiments During the past decade, we have seen a significant rise in consumer activism. And that has translated to a rise in both brand activism as well as shareholder activism. We have seen consumers changing buying behaviors with their pocketbooks. Refusing or boycotting certain brands due to their social or environmental stance. For many years, activism centered on the environment. In the past two years, we have seen more prominence in social justice issues. Affecting primarily consumer brands. B2B buyers seemed to be on the sidelines. This is about to shift dramatically. B2B buyer activism will be on the rise….
- March 2, 2022
The Significance of ESG in a New World Order of Business
Businesses Will Need To Reassess ESG Stance Beyond Just Environment The Russia-Ukraine conflict is ushering in a new world order of business. While our eyes were focused on whether we will enter a post-pandemic or an endemic way of handling the COVID-19 virus, another tectonic shift was happening. It happened this past week with the Russian invasion of Ukraine. Upsetting a delicate balance of geopolitical and globalization order. Including global business factors related to ESG – Environmental, Social, and Corporate Governance. There has been an uneasy truce between business and the global economy. On one hand, the ability to…
- February 27, 2022
The New Era of Uncertainty Intensifies
Business Leaders Will Need To Account For Ongoing Uncertainty The conflict resulting from the Russian invasion of Ukraine has heightened concerns on many fronts throughout the world. We are witnessing political, humanitarian, economic, trade, globalization, and governmental impact. The attempt by Russia to overthrow Ukraine’s leadership and bring the country into its’ sphere is intensifying uncertainty for businesses across the globe. As I have written about on several occasions, uncertainty has always been a part of the business world. Businesses have tried to tackle uncertainty with data, research, studies, reports, predictions, pipelines, forecasting, and more. Sometimes these attempts or…
- February 21, 2022
From Fragmented to Unified Insight-Driven Buyer Strategies
B2B Leaders Must Develop Unified Approaches to Buyer Strategies and Customer-Centricity Even though the business world is experiencing tumultuous change, B2B’s structure and governance are still very much fragmented. Hierarchy dominates. Functions and departments are represented by an elevator button. Stop at a reception desk of a typical multi-story B2B corporation headquarters, you are likely to be told that the marketing department is on floor 7, sales is on floor 2, operations on floor 3, and executive offices are on floor 5. Despite the upheaval, the reticence to change structurally is prevalent. Resulting in fragmented buyer strategies. For buyers,…