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…
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.
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.
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….
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…
Uber, Airbnb and other shared economy companies are often cited as prime examples of Growth-Hacking where the product’s experience and design is the primary engine of growth; not traditional out- and in-bound marketing. Held as the new model for marketing or anti-marketing depending on which side of the camp you’re on, the common belief is that this is something just for start-ups… Read the rest of the Forbes post here.
Consumers today combine research and shopping into one continuous process… with most of it happening online across a range of devices. They may start on a laptop or tablet and continue the process on their smart phone or at a kiosk. The expectation is ... Read the entire Forbes post by clicking here.
The nature of how we work is disappointing. We’re socially isolated, working asynchronously with Skullcandy ear buds on ignoring that thing on the desk called a phone. Workplace human interaction is typified by endless, boring conference calls or meetings in which no one really pays attention because they’re too busy doing email, IM or updating their multiple social media sites… Read the complete Forbes post by clicking here. P.S. Thanks for taking this one viral
For most marketers, lists are the cornerstone of their strategy and campaigns. Without a database of contacts from companies that fit the target profile of buyers it’s virtually impossible to produce leads. The list is so key to how marketing and sales operate that a multi-billion dollar industry exists to support just this need. While lists are the lifeblood of marketing and sales, they are also energy vampires and resource black holes… Read the Forbes post here.
It’s like the old 1980s ad “When E.F. Hutton talks, people listen”; success today requires you to always be relevant. Relevance is a table stake across the entire lifecycle of a seller-buyer relationship, not just when you’re making the sale or answering a customer service question. As buyers move through on their journey, what is relevant to them changes.... Read the rest of the Forbes post here.