By reading our B2B Sales and Marketing Insights, you’ll find fresh thinking, innovative strategies, and practical advice to drive sales performance, marketing impact, and ROI within your organization.
Why Account Planning Is So Hard
Account Planning is one of the top initiatives that most companies recognize as essential to customer growth, and fundamental to up-selling and cross-selling your company’s services and solutions. So why is it so difficult to institutionalize account…
Pursuit Marketing, Not Just Account Based Marketing (ABM)
Pursuit Marketing, is a less prominent, hyper-focused technique used to develop critical understanding of and rapport with decision makers. The essence of making Pursuit Marketing work is the leverage of combined marketing and sales insight to create highly targeted...
Insight for Massive Action, Change and Impact
One of the most valuable skills in our economy is becoming increasingly rare. If you master this skill, you’ll achieve extraordinary results. — I’ve coached hundreds of sales leaders and sales people as they share their laptop screens with me. To the person, they have...
3 Outcomes from Successful Account Planning
Account planning is hard. Once you master it, however, the outcomes are extraordinary. A wise soul once said, “If something seems too hard to do, then it’s probably worth doing.” This is a sentiment I often hear echoed by companies undertaking strategic account...