Account-based strategy in sales and marketing is a focused approach that targets key accounts and tailors strategies to the specific needs and characteristics of each account. This method is particularly effective in multi-organizational contexts, where the complexity...
In the high-stakes world of sales, it’s essential to pinpoint the real roadblock to closing deals. It turns out, the culprit is often not a customer’s comfort with the status quo but their sheer indecision. “The Jolt Effect” sheds light on...
(as published on CMS Newswire). It’s a complex time to be in business. Marketing has been elevated within the C-Suite as the driver of digital transformation and a key leader in the customer journey. At the same time it is facing renewed pressure to generate top line...
Sales and Marketing leaders have lived in the US through an expansion period over the last ten years. It’s easy to fall into bad habits here when customer growth becomes the exclusive focus. Reflecting back on recessions in 2001 and 2008, quite a bit of...
Selling is one of the toughest professions in the B2B world today. I think non-sales people underestimate how challenging selling really is and can be. To keep sharp, I recently completed a Dale Carnegie Sales Success course to refresh my own selling...
(This was recently published by the Argyle Group targeting 4000 CMOs globally.) 70 percent or more of marketing business to business leads aren’t being followed up by sales. And the reason is trust. Establishing trust — the moment that you believe the salesperson...
