A solid B2B marketing strategy requires differentiators that actually stand out. This seems obvious. But unfortunately, in B2B tech, great differentiators are hard to come by.
Too often, B2B sales leaders focus on revenue goals when they should target sales tactics instead. So say Jason Jordan and Michelle Vazzana, the authors of the book “Cracking the Sales Management Code.”
Jordan and Vazzana make a compelling argument for sales leaders to concentrate on what is within their control rather than just aiming for a number.
The killing of the conference call PIN is a case study in disruption.
Somewhere between intent and interpretation, a lot can get lost in translation.
Never waste an opportunity to learn from a lost deal.
How should marketers balance the need to be visible with the need to be relevant and useful?
Are you losing deals because of your sales team’s actions?
When it comes to B2B studies, having the right people is just as important as asking the right questions.
The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it is being used for.
Understanding customers’ key buying criteria is vital to having a competitive edge. To give the people what they want, you have to know what they want.
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