What’s Next in Thought Leadership?

Craig Badings, publisher of a blog on thought leadership strategy and author of the book Brand Stand, has put together a fascinating series of responses to the question: What will be the single biggest change we will see in thought leadership over the coming year? He...

The New Logic of High Impact Selling

Are you struggling to accelerate sales cycles and meet your sales objectives? Maybe it’s because your people aren’t reaching enough senior decision makers. You may even be pressing your people to sell higher. You may be frustrated by their tendency to...

What it Takes to Win the Complex Sale

Want to win more deals? Maybe it’s time to invest in new marketing and sales messages.  Smart messaging should position your sales people as trusted authorities in the eyes of their prospects. Messaging assets — whether they are oriented to demand...

Go Negative or Go Nowhere

Sales people tend to be inveterate optimists. They prefer to paint visions of a bright, shining, speculative future — where everyone's happy and the results are just fabulous.  Unfortunately, this kind of approach never really gets the buyer in the...

Level the Field, Win the Deal

What’s impeding your growth and undermining your success? Well, there’s one detrimental factor I’m seeing quite a bit these days. I’m wondering if it’s a challenge that you face. What I’m seeing are companies failing to position...

Prep for the Executive Conversation

What’s your executive outreach strategy? Too many companies are excessively reliant on passive mechanisms to generate new leads, appointments, opportunities, and deals. They are leaving money on the table. Lots and lots of it. They are: Relying on Inbound...

The Demand Center Breakthrough

As the pace of marketing innovation accelerates, B2B marketers are struggling with growing complexity and growing expectations.   "B2B Marketers now have access to dynamic technologies that are transforming how leads are generated, prospects are engaged and...