I haven’t taken an official poll, but I’m pretty sure there’s one question B2B sales and marketing leaders ask us more than any other. It often comes up in the very first meeting with new clients or gets asked after we’ve spoken at an event. And it goes something like this… “Our company has all these different products and services. We’re in all these different markets. We’re talking to different decision makers with different responsibilities … [Continue reading]
How to turn your company’s big weakness into its best selling point
Nobody’s perfect. Just ask your competitors. They’ll be happy to point out the weak spot in even your best product or service. The question is what do you say about those weaknesses? Do you ignore them? Deny them? Defend them? Try and put a little spin on the story? There’s a better approach. And it’s based on one of the most successful ad campaigns of all time. When weakness became a badge of honor. It … [Continue reading]
Three instant reactions to SiriusDecisions’ new buyer’s journey findings
I heard it with my own ears. Right here in Nashville at SiriusDecisions’ annual summit. After surveying more than 1,000 B2B execs this year, the big brains at SiriusDecisions announced this morning that B2B buyers interact with sales reps during every phase of the buyer’s journey – yep, even during that famous first 67% of the journey that takes place digitally. So, it turns out that digital buying behaviors are not squeezing out the role … [Continue reading]
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