It’s not every day that I can say that SiriusDecisions and I are running in parallel, but this is one of those times. Continue reading
The Internet is supposed to be the great leveler. Even the smallest company can compete on the global stage, and many customers won’t even know, or care, how small they are.
But to win you need to compete, and my research indicates that many SMBs aren’t.
Question to W.C. Fields during a poker game, “Is this a game of chance?” Response from Fields, “Not the way that I play it.”
Imagine for a moment how history would have been different if… Continue reading
Today’s B2B business environment provides new and increasingly demanding revenue generation challenges, including rapid changes to our buyer’s journeys, an overwhelming proliferation of sales and marketing technologies, and the need for people in sales and marketing to have radically different skills than just a few years ago.
The Internet giveth and the Internet taketh away.
For small and mid-sized businesses – including the smallest, which are just one person — the Internet has provided huge advantages. Relatively inexpensively they can create a basic website or blog and potentially reach a global market. They can get up and running on search advertising platforms, such as AdWords and Bing, and for just a few dollars a day their ads can be mixed in among those of Fortune 500 companies. Social media provides them with free platforms for having ongoing conversations with prospects and customers, to connect with people looking for their products and services and do informal market research.
A sales and marketing audit, one of the services that revenue + associates provides, supplies a company with insights into the strengths, weaknesses, opportunities and threats of its sales and marketing strategy and operations. It can be a valuable first step in a company increasing revenues and profits through measurable improvements in its sales and marketing.
Fundamental to the audit and its recommendations is our belief that revenue is the responsibility of the entire company. It’s only when all of the company is truly working together to deliver value to customers that sales and marketing have something to promote and sell that customers will buy.
A shorter, edited version of this interview appears on the IDG Connect Marketers blog.
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Facebook marketing today is far different from what it was just a few years ago. Continue reading
You don’t need a very large organization for the CEO to be several levels removed from the people who have day-to-day interactions with customers, and with those customers. And even in small companies the CEO and other senior executives may be hearing the good news that people think they want to hear, not the sometimes uncomfortable truth. Continue reading
This interview also appeared on the IDG Connect Marketer blog. Continue reading