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New to B2B internet marketing? Start with content.

There’s a reason marketers are literally pouring their budgets into new internet marketing programs. They work. Marketers spent $16.9 billion on search, display and rich media in 2006, and that number could be $31.3 billion by 2011 according to ClickZ and IDC Internet. Internet advertising is growing three times as fast as the overall ad [...]

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Distribution channels – not sexy, but smart

Distribution channels have become the least glamorous strategy in the B2B marketing portfolio. Who writes about building channels, nurturing partners and channel performance? I feel grizzled just tackling this subject. Social media, search marketing and new media are the topics with heat even in the B2B crowd (a small group compared to consumer marketers, I [...]

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Getting talent on the bus

It’s always challenging to recruit top talent for your team. If you’re an early stage company, it’s even tougher. You need extremely talented people who share your passion and vision, are willing to work longer hours, carry more responsibility, in a less defined position, and for less cash than your established competitors. Even if you’re [...]

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Your brand lives in your sales team

Have you ever considered firing your star salesperson?? I thought not. Yet that’s just what the CEO of Anthropologie did.  It’s one of the great stories in “Mavericks at Work: Why the Most Original Minds in Business Win” by William C. Taylor and Polly LaBarre. We’ve talked about hiring sales reps that live & breathe [...]

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CEOs who sell gain clarity on competitive strategy

Carol Hymnowitz’s recent Wall Street Journal article “CEOs Are Spending More Quality Time With Their Customers” highlights a trend that can directly impact your company’s competitive strategy. CEOs of Nike, Intel and Sun are becoming more involved in the selling process, focusing on tailoring products and services to meet the demands of their top customers. And it’s [...]

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