You may have noticed that more and more sales management roles are adding “sales transformation” to their job descriptions. It’s not hard to see why. 99% of B2B buyers would…
Read MoreMcKinsey
Conversational Video for Hybrid Selling
A technology consultant contacted me recently looking for a video solution to his problem — spreading the word about some of his firm’s software solutions in order to start pilot…
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WFH or WFO: What’s a 21st Century Leader to Do?
Now that masks have (mostly) come off and vaccinations are hitting meaningful levels, we’ve launched into a global case study about the workplace that will undoubtedly be written about by…
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Take leadership through exponential growth publishing
Lesson for leaders How can publishers take back leadership from the tech giants, Google and Facebook? The way to defeat their platforms is to change the paradigm. Exponential growth…
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The ugly side of digital transformation
Back in the early 1990s, the corporate world was seized by a concept called “business process re-engineering (BPR),” the goal of which was to rethink business from the ground up,…
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50 Facts about online consumer behavior not to ignore
81% of consumers research online before buying. (GE Capitol) If the goal of marketing is to reach the consumer at moments that most influence their buying decision, then understanding online…
Read MoreHow to earn customer loyalty in the age of chat
“You’ve just become my favorite airline.” Any business that succeeds in getting a customer to declare love for its brand has just converted an ordinary customer into a loyal customer. As any observer of Super Bowl…
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Content marketing’s $40 billion miss
Forrester Research has a new report that should serve as a wake-up call to B2B marketers, but probably won’t. Research Director Peter O’Neill is blunt about describing the current content…
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