I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits…
Read Morealignment
Command the planet: Lead the exponential digital Earth
Lesson for leaders The challenges in the innovation process are to align it with corporate strategy, implement it, and evaluate how to improve it: on the competition side, pressure…
Read MoreHow do you sell when your buyers can’t buy? Mounting dysfunction in the B2B buying process
Everyone is aware that B2B buying is complex. It involves multiple parties over long decision-making cycles. In a large enterprise, this can take months, if not years, and involve dozens…
Read MoreKate Sweetman interview: digital disruption and reinvention
One of my all-time favorite business jokes involves two guys walking through the woods. Suddenly, the two see a bear charging towards them. The first kicks off his boots and…
Read More