Use your Company’s Top Problem to Power its Transformation
As you start this year, you have a surprising asset to make this a great year: your greatest weakness. That’s right. Your biggest pain could be your biggest gain. This…
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7 Best Practices to Boost Your B2B Prospecting
We've recently completed interviewing CEOs worldwide about their company's purchasing process, and their individual contribution. It has reinforced our view that some or all of what companies think they know…
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Pigs Posing As Buyer Personas: Four Ways To Finger Fakes
In marketing circles these days, it has become “fashionable” to include buyer or prospect “personas” as part of your marketing toolkit. And for good reason-these life-like descriptions of your prospects…
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B2B Prospecting Is Not What You Think. It’s Personal.
During a research interview on behalf of a highly innovative tech manufacturer, I asked a customer, what this company’s greatest strength is. The answer-my sales rep. B2B Prospecting Is Personal…
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