Have you done your annual planning yet? If not, don’t worry. There’s still time!
Typically, in companies where their fiscal year aligns with the calendar year, annual planning will begin in October for the year ahead. However, it’s certainly not unheard of to still be planning for the year ahead into Q1, or even later. Sure, if you get to
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A Guide to Fixing Organizational Problems for B2B Leaders
Have you ever read a business article that talks about “the power of storytelling”? If you have, you probably felt like it was a little shallow that researchers and analysts tout the benefits of storytelling across everything from gaining followers to increasing sales to cultivating brand loyalists. I mean, of course telling a compelling story can potentially improve sales and…
How AI is Revolutionizing B2B Sales and Marketing by Augmenting Human Capabilities
The world of B2B has changed immensely in recent years, but even with the speed that B2B sales and marketing have evolved, the pace of change is set to accelerate even more over the next decade. In a discussion about how B2B companies can differentiate themselves, John Hall explains,
“The B2B sales and marketing landscape has seen more disruption…
Finding Strategic Success in Letting Go and Moving On
In times of planning, we ask questions like, “How do we continue this momentum?” and “How can we improve results?” We want to understand the keys to success – the path we should follow to get where we want to go. And yet, we sometimes forget that the path to success is simply moving forward.
Letting go of the old…
What has Changed in B2B and What Never Will
Thank you for joining us for this informative Q&A. Today we are discussing how B2B sales has changed over the years, and how it hasn’t!
In this interview Elizabeth Harris, a CRO (Chief Revenue Officer) with more than 20 years of B2B leadership experience, will share with us how the industry is shifting as well as what has remained foundationally…
Can Your Strategy Overcome Tomorrow’s Challenges?
Turmoil and uncertainty aren’t going away anytime soon. So, as business leaders, we are left with two choices – bemoan this fact or do something about it!
Complaining about reduced budgets, labor constraints, accelerated timeframes on go-to-market strategies, added competition, increased channel options, and the like are futile efforts. There will always be challenges, but there are also tools, processes,…
How to Cultivate High-Performing B2B Sales Teams
Some sales teams have it. And some don’t. What makes some B2B sales teams great? In working with B2B sales teams for 25 years, I have discovered that there are three key qualities that set high-performing sales teams apart – the right goals structure, authentic camaraderie, and a foundation of trust.
Whether your sales team is consistently exceeding expectations, plateauing…
Leveraging the Benefits of Marketing Automation to Grow Revenue
With all the buzz right now around integrating AI and automation solutions into organizational strategy, it is worth taking the time to understand what kind of benefits marketing automation can offer and how to best utilize it to drive organizational success.
Let’s look at which kinds of activities are included in marketing automation, where it is best utilized to drive…
A Guide to B2B Metrics: Understanding KPIs for B2B
Undoubtedly, you have heard the famous phrase, “You can’t improve what you don’t measure.” And yet, inherent in this quote is the misconception that the reverse is true as well – that if you measure it, you will also be able to improve it. This errant belief can cause leadership to overemphasize measuring a wide array of disparate metrics. The…
Why I Almost Left My Job as a Senior Content Marketer to Work for Minimum Wage at McDonald’s
For the last 15 years I have worked as a content creator and copywriter, first for (what was then) the world’s leading ecommerce software provider and later for myself as a business owner. And today, I considered walking away from that to work for minimum wage at McDonald’s. Let me explain what happened……