Does Positioning Get the Attention it Deserves at Your Company?

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My answer would be "no" based on most of the companies I’ve worked for and with over the years.  What is your gut response before ...

Targeting B2B Buyers with Occasion-based Marketing

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Mention occasion-based marketing and most marketers think about B2C holiday marketing –the special offers and promotions for Mother’s Day, V...

How Much Should Analyst Surveys Shape Your Marketing Strategies?

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I recently reviewed the results of the 2010 Gartner Executive Programs (EXP) survey of CIOs who influence $126bn of IT spending in 41 count...

Key Decisions That Determine Whether B2B Buyers Will Buy From You

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Last week’s post discussed the 3 reasons that motivate B2B buyers to find and consider buying a product / service / solution: Solve a pro...

The 3 Reasons That Motivate B2B Buyers to Buy

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An interesting (more like disconcerting) observation from some of the work I do is the dichotomy between Information Technology vendors and ...
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Does Your Marketing & Sales Engagement Sync with the Prospects Interests?

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Despite highlighting this problem for many years, I’m still regularly dumbfounded when I see what Marketing and Sales organizations do when ...

Are You Selling or Facilitating Buying for Customers?

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We all know when we’re being sold to – whether it’s a straightforward advertisement, or a clever marketing campaign, or a salesperson going ...