It meant mindless adherence to doctrine where, over time, the emphasis would inevitably shift from the outside-in perspective of the product, the market, the customer, the business objective itself to the inside-out (or sometimes inside-in) […]
Some key facts and recommended read on the role of social media in B2B buyers‘ decision making, which should make us think. To put this in perspective, one American university study found a massive 75% […]
Here’s my problem: people keep complaining to me about our current CMS. The marketing department says it won’t let them be ‘agile,’ sales say they don’t have enough leads and the IT department say […]
[EN] Marketing: Why not focus on 70% of B2B Buying Processes, which are completed before Sales get involved?
A series of interesting facts and figures, which should make every marketer rethink their content offerings. A little bit black and white and banging on Marketers (while not covering the other side of the house, […]
This is what it will come down to: a transaction-oriented, business-like, respectful customer service experience where yes, the rep knows the customer’s name and history — and then is able to address the query or […]
Some interesting facts out of SiriusDecisions “2015 B-to-B Buyer Study”. The buyer journey seems still to be a combination of Sales and Marketing touches: B2B buyers interact with sales representatives at every stage of the buyer’s […]