When a company invites me to evaluate the state of their digital maturity, the first question they always ask is, “What’s the ideal state?” The fact is, a complete digital…
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Next for digital transformation: operational transformation
Business leaders are now losing sleep over digital transformation. It’s probably the biggest concern for businesses of all kinds. But one of the first challenges they run into is the lack of clarity around what is…
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Deepening B2B customer relationships with “the funnel beyond the funnel”
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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What is a keyword ontology?
A keyword ontology is a knowledge graph describing relationships between the keywords your target audiences frequently use in search queries and the products and services you sell. It can include…
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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…
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5 smart ways to use social media for knowledge sharing
The last decade in the business world has brought out knowledge management as one of the burning concepts among both small and large sized enterprises. In the era of millennials…
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What your social media marketing consultant will never tell you
Too many companies try to outsource their social media in hopes that a social media expert, like me, will care about their brand just as much as they do. I hate…
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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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2 applications of marketing AI
The major hole in our book Outside-In Marketing: Using Big Data to Guide Your Content Marketing is the lack of information on marketing artificial intelligence (AI). We talk about how…
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Six powerful B2B marketing tactics you may be missing
There are so many great new techniques in B2B marketing today, it’s hard to keep up. I hereby offer a roundup of ideas that you may have overlooked: IP address…
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