Want To Drive More Revenue? Stop Selling

Whether it’s an expensive piece of medical equipment, software or a consumer gadget, the job of selling has turned into a complicated game of hide and seek. Buyers hide from sales people with all sorts of creative forms of avoidance. Sales teams, in turn, are constantly inventing new ways of seeking out buyers. The problem is particularly vexing when sales teams try to engage the C-Suite…

To read the rest of the Forbes article, click here.

Why the CMO Seat is so Hot

Despite being one of the toughest and shortest tenured jobs in a company, the Chief Marketing Officer (CMO) has become all powerful.  Everyone has an opinion and the heated debate continues over what it means to be a Chief Marketing Officer and how the role is measured. ... To read the full article on Forbes, click here.

Solving the Customer Experience Vs. Engagement Vs. Omnichannel Puzzle

Survey the vast array of vendors claiming to be leaders in customer experience and you might get the impression that vendors have decoded and aligned their operations to customer expectations.  Could all the hand wringing over customer acquisition, churn, and loyalty been blown out of proportion?... To read the rest of the Forbes post, click here.

Marketing’s Missing Link Is It’s Biggest Blind Spot

This month’s BrightTALK program, “Disruptive Innovator Interviews with Christine Crandell”, was a lively debate on why, despite a growing economy, Marketing and Sales continue to struggle with revenue growth.  It’s not a new problem but a particularly vexing one for CEOs, as well as anyone who works in Marketing and Sales….

The read the full Forbes post, click here.

Finally, A Credible Way To Decipher Customer Intent

Customer intent is such a loaded phrase.   Figuring out your prospects’ intentions or the purpose of their actions is like finding a flashlight in a mine.   If you have it, you can quickly figure out what your next step should be.  Without it you’ll keep stumbling along in the dark…

To read the full Forbes article, click here.