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…
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How 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…
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AI and emotions
Since the 1950s, artificial intelligence has been a favorite topic of scientific discourse. Now AI has become a reality: intelligent machines will change the way we work, the way we…
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Digital herds
In his thought-provoking podcast Revisionist History, renowned author and speaker Malcolm Gladwell investigates what he calls “the overlooked and the misunderstood.” In one of its most captivating episodes, “The Big…
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