Wake Up! Summer is Over
It’s the middle of September and summer has come and passed. Are you back into the frantic chaos as Q4 approaches? I’m feeling a bit nostalgic for the warm sunshine, and just want to close [...]
What is Account-Based Marketing? Everyone’s Doing It
Introducing the upside down funnel! It seems that lead-based marketing is a fish out of water and it’s just flopping around waiting to die. Okay, well... maybe it’s still good for some uses. With 89.5% [...]
Unlock B2B Purchase Decisions for Increased Sales
It’s Labor Day and I hope you are enjoying some leisure time before getting back into the fray. Some people welcome September and change, while others dread it. Which camp are you in? It’s tough [...]
Getting B2B Sales Off Hold
We are dangerously close to Labor Day! With schools re-opening, the economy rebounding – are you feeling optimistic? I sometimes wish the summer would last forever – but the renewed energy and focus associated with [...]
Sales Emails vs Sales Calls
Can you believe August is almost over? I hope you’ve had a chance to get away (even if you couldn’t fly away) and enjoy this summer – I doubt it’s one any of us will [...]
Times Like These Need Leads!
With the social distancing, and (at times) forced solitude, have you learned something new or rekindled a previous interest? I have a guitar hanging in my office and there are times when a little ‘noodling’ [...]
Avoid the B2B Summer Burn
Who doesn’t love a good summer vacation? Do you measure it by the warm weather, time spent outdoors, or reading that novel? As marketers we sometimes feel that tension of trying to keep things moving [...]
In the Eye of a Hurricane
Ever felt like you’re in the eye of a hurricane? With the conflicting opinions swirling around reopening, the pressure for companies to recover, and the stock market seemingly spinning in circles, it feels like the [...]
Avoid Demand Generation Summer Vacations
Don’t let your demand generation take a summer vacation! One of my clients made an interesting request the other day – they asked if we could increase our marketing and demand generation efforts for them [...]
B2B Macro Shifts Underway
What’s your current theme song? Soundgarden’s "Outshined", and the line “I've kept the movie rolling” has been a kind of motto for me through these crazy times. Makes me think back to the first Lollapalooza [...]
B2B Strategic Framework for Revenue Growth
What’s your getaway pleasure? In the summer heat, I want to be on the lake - it makes me feel insulated, safe, and at peace. As we see economic re-openings progressing (and regressing) across the [...]
Scanning the B2B Landscape
The temperature soared last week. But as a Canadian, I use up all my ‘weather complaining tokens’ during the winter. So grab a caffeinated drink and listen to this summer classic from Don Henley as [...]
Don’t Quit Now!
I admit it - I’m a fan of holidays! And yes, I was on the water this past weekend! Hope you got to take a breather too. To get you back into the B2B swing [...]
Where is Your B2B Thinking Place?
There’s something about water that I find relaxing, refreshing, and contemplative. When I need to think, sometimes I just take the boat out and stare at the water. I’ve been doing a lot of thinking [...]
Rethink the B2B Marketing Restart?
I hope you were able to take part in #MakeMusicDay on the weekend – a great cause, and we all could use a little more music in our lives right now! Is your B2B drumbeat [...]
Is The B2B Marketing Drumbeat Getting Louder?
What’s new in the B2B space this week? How are you and your teams coping with your own B2B sales and marketing ramp-up? It feels like the drumbeat is finally starting to get a bit [...]
Finding Positive B2B Marketing and Sales Signals
Its been such a busy week! I admit that I didn’t make it to the drive-in – maybe the next staff meeting? There's lots to discuss, so grab your popcorn or coffee, and let’s get [...]
The Rebirth of the Drive-in and the Pursuit of Closed Deals
Can you believe it's June already? As yet another sign of the strange times we’re living in, last week I happened to see a story from Entertainment Weekly about how a low-budget horror movie had [...]
B2B Pushing for Recovery
Maybe I’m an eternal optimist, but I really am seeing the B2B market pushing for recovery. Prior to March, B2B sales and marketing activity was at an all-time high. And luckily, it seems that businesses [...]
Finding Promise in 2020 B2B Marketing and Sales
I've been waking up early a lot lately. And this week I saw the sun rise over the water and couldn't help but think about it symbolically - the promise of a new day. As [...]