B2B Marketing

Is Your Marketing Damaging Your Brand?

Is Your Marketing Damaging Your Brand?

Faberge eggs are unique. Because each one was individually crafted they are incredibly rare (only 57 of the original 65…

TALKING SALES 170:  “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

TALKING SALES 170: “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

              “ The right message at the right trigger point along the buying journey” –…

Why Digital Marketing is Failing in Enterprise Accounts

Why Digital Marketing is Failing in Enterprise Accounts

Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer’s journey…

Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?

Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?

My firm specialises in working with Sales and Marketing teams in medium and large B2B organisations. We show them how to get…

Why your Business Case for CRM and MarTech is most probably WRONG !

Why your Business Case for CRM and MarTech is most probably WRONG !

“Half the Money I spend on Advertising is wasted. The Trouble is I don’t know which Half.” This famous line was…

Sex, scandal and sales

Sex, scandal and sales

She was variously described as a model, a dancer and a showgirl. A topless showgirl. He was a peer of…

Back to the Future of Sales and Marketing

Back to the Future of Sales and Marketing

  I have a futuristic story of how an organisation – maybe one like yours – substantially grew their revenues from…

TALKING SALES 48: “Reducing the time salespeople spend on marketing”

TALKING SALES 48: “Reducing the time salespeople spend on marketing”

Interview by John Smibert Peter Strohkorb tells us that salespeople in many organisations find it difficult to get access to the content…

TALKING SALES 36: “Is marketing wasted on salespeople?”

TALKING SALES 36: “Is marketing wasted on salespeople?”

Interview by John Smibert In this video Peter Strohkorb talks about why “only 25% of the sales leads and collateral that marketing…

White Papers

Strategic B2B Social Selling – A brief for the CEO
                                      By Tony...... More

Sales Tools

5 sales management questions for insight and value
  In a recent interview with Dean Kelly “How to conduct the Internal... More
Bubble Chart – creating value in client conversations
  In a recent article titled “How to challenge your customer”... More
Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
My firm specialises in working with Sales and Marketing teams in medium and larg... More
Rethinking CRM and Business Engagement
How sales engagement is changing and what we need to do to stay ahead of the wav... More
TALKING SALES 117: “Social media technology madness – how to choose”
              “Forget about the shiny new toy; think about your bus... More