B2B Trade Shows: Sales-Marketing Alignment on Display
Each year, whenever it’s time for marketers to plan their annual budgets, the question of B2B trade shows inevitably comes up.
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Sales Enablement Content Quickstart – part 2
3 quick-win sales tools to make right now to ramp up your sales enablement content library
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Sales Enablement Content Quickstart – part 1
The 3 critical sales tools to make right now to jumpstart your sales enablement library
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The (deeply) hidden value of feeds and speeds
A couple years back, the GM & SVP of Oracle Marketing Cloud, Kevin Ackroyd, declared that too many B2B marketers are still doing feeds and speeds marketing and calling it...
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Dating the customer: get your sales reps back in the game
Just when you think the B2B sales metaphor of dating the customer is played out, you see another LinkedIn thread calling out a sales rep for making the first move too soon.
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The Buyer Conversation Comes First
Every piece of B2B content we write starts with the buyer conversation. Case studies, articles, ebooks, long-form guides, white papers, even blog posts, video scripts and...
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Are stats and specs useful as sales tools?
Ah, football season in the US – that time of year when we look to sports to help illustrate the importance of clearly communicating your product positioning and...
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Tune your product messaging to strike a chord with buyers
If your product messaging is out of tune, you risk a lot more than a musician’s moment of embarrassment over strumming in the wrong key. You risk a product that the...
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Pitfalls of Case Studies: The Customer Interview
If you’re a B2B writer or marketer who develops customer case studies, then chances are you conduct conversational interviews with customers (and not interrogations) to get...
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How to reach 300% more prospects with the right messaging
(Or, Buyer Messaging Makes Ultra-Specialized High Tech Accessible for Everyone… Even the Pope) Imagine one of the most ubiquitous, seemingly mainstream and commercially...
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