Seven Steps to Shorten Your Sales Cycle
Thu, Apr 11, 2024 | Posted by Bob Sherlock
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Tue, Jan 16, 2024 — Final in a 3-part series Oh, that resolution to exercise more and eat a healthier diet. It sounds so right—but incredibly daunting. Can I keep it up? When it comes to our own fitness, plenty of folks help us with tools, plans, and the mindset to climb that mountain. But we need to select the right ones, at the right price—or an intended investment in our future could instead be a wasted expense we can’t afford. And it couldn’t hurt to have an accountability partner who keeps us honest.
Thu, Jan 11, 2024 — Second in a 3-part series Reflecting on Business Self-Improvement It’s a common question people are asking themselves in January: What’s the self-work I need to do this year to make myself healthier, happier, more financially secure.... But as a CEO obliged to your board, employees, and stakeholders, are you asking the same questions of your business?
Mon, Jan 8, 2024 — First in a 3-part series Reflecting on the Past and Setting the Stage for the Future It’s January. You’ve probably thought about New Year’s resolutions, even if only to decide firmly against them. January also is when my husband and I mark our birthdays. So, while we aren’t the formal resolution types, we are especially prone to take this time to think about the year behind, the year ahead, and where we want to be in the future.
Fri, Jun 23, 2023 — On June 22, 2023, I read an article in the Wall Street Journal about “the H-bomb,” which I learned refers to mentioning that you are a student at or an alumnus of Harvard University. Harvard College’s dean, in a Crimson (the campus newspaper) article where he was asked to give a word of advice to seniors, decided that the best use of this opportunity was to say “Don’t gratuitously drop the H-bomb.”
Tue, Mar 28, 2023 — The Tsunami We’ll start with an opinion and put it upfront to save you time. B2B marketing is over as we know it. Full stop. A tsunami of buyer behavioral change is coming. Generative AI will truncate buyer research cycles and steal away with the first-party and third-party data that drives so much of our buyer engagement.
Fri, Jan 6, 2023 — By: Rich DePencier and Jeff Hunt If you know the difference between a watery, burnt, drip cup of coffee and a delectable, creamy cappuccino, you have all you need to build your business-to-business (B2B) company to new levels of success. Certainly, it takes more than a shot of caffeine to grow B2B sales, revenues, and relevance – but there’s a story brewing here that we believe holds the secret to relevance in today’s marketplace.
Wed, Oct 19, 2022 — Who is the most important brand ambassador at your company? Is it you, the CEO, whose job it is to motivate, inspire, and exude confidence in your company, its products, and its services? How about your business development team, whose sole purpose is to funnel new client lifeblood into your veins and arteries? Or is it the marketers, who toil to define and develop your brand and make it ready for prime time?
Wed, Sep 14, 2022 — For more than 100 years, scientists and philosophers have been asserting that if a tree falls in a forest, and no one is there to hear it, then it does not make a sound. The lesson for marketers is resounding: If your brand is not resonating in its preferred landscape, it is likely that your most desired buyers will never be there to hear what you have to say.
Mon, Oct 23, 2017 — Consider this situation: A large enterprise service firm – we will call them “Steady Company” - spent two years cultivating a Fortune 500 prospect. Their selling approach was professional, persistent, and “by the book.” They asked penetrating questions to fully understand their prospect’s needs. They had a “top-to-top” of the key players from both sides. They identified decision makers at each level, and crafted detailed execution plans to support their bid. They understood the competitive bidder’s relative advantages and disadvantages.