Hints and guidelines as well as comments and reports related to the successful implementation of Customer Relationship Management (CRM) into B2B technology enterprise
I thought updating my annual B2B marketing budget blog would be a snap. Just update a few data points and done! What I have realized is that marketing is in upheaval and budget planning for 2019 will take some thought. While Gartner is predicting contraction in marketing budgets, looking more closely, I see the situation […]
I started using LinkedIn Sales Navigator again because they’ve finally been adding features that make it more useful for prospecting. Admittedly, some of these were features that LinkedIn had in the basic platform, then removed. Now advanced search and tagging are in Sales Navigator and better than before. Navigator has added a lot of new […]
Recently I attended a marketing seminar run by a Director from a well-known marketing automation company. During his speech, he asked how many of us had read Seth Godin’s book “Permission Marketing” (check out Seth’s blog and his most recent book THIS IS MARKETING, released November 2018). I was surprised that I was the only […]
Pop Quiz. Which is the best type sales person: the hard worker, the problem solver, the challenger, the relationship builder, or the lone wolf? What CEB concluded from analyzing 6,000 sales people, is the Challenger outperforms the rest. If you are finding that sales are starting to stall and the relationships aren’t turning into revenues, […]
Website thank you pages are like the pot of gold at the end of the rainbow. Your Visitor just did something to engage your company. That’s good. Now you want to do three things: Make your Visitors feel good about their decision to engage Reward Visitors for engaging Keep them on your website you so […]