2022-05-19 19:29
Anyone who has recently visited my blog site at Fusion Marketing Partners will notice a lack of fresh content. I’ve […] Read More
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B2b Marketing Strategy And Insight Blog
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A blog on B2B Marketing delivering actionable insight on B2B marketing strategy & execution. Discover valuable ideas across a spectrum of B2B topics.
2021-12-09 21:29
As a chief marketing officer (CMO) or senior B2B marketing professional, there are few things as satisfying as earning and […] Read More
2021-10-25 15:01
B2B revenue marketing is not new. A couple of decades ago, I was speaking at B2B marketing and sales conferences […] Read More
2021-08-19 16:19
I recently participated in a LinkedIn comment thread posing the question of whether B2B or B2C marketing was more fun. […] Read More
2021-06-09 14:35
In my March column for CustomerThink, titled “Pricing to Win in B2B: The Mindset to Achieve More Revenue and Profit,” […] Read More
2021-05-19 14:11
In my fractional CMO practice, I have to recommend content marketing strategies for my B2B clients. There are times when […] Read More
2021-04-13 16:46
The key to a good B2B pricing strategy is to structure your pricing model for short-term profitability and revenue while […] Read More
2021-03-29 16:41
I just received an email with the subject line: Re: Featuring Fusion Marketing Partners as a top Sales Tech Services […] Read More
2021-02-23 01:55
By digital presence, I am referring to everything a prospect, customer, partner or any interested party can find out about […] Read More
2021-01-05 15:12
I recently had the opportunity to share thoughts on a webinar about how digital strategies contribute to organizational objectives with Michael […] Read More
2020-12-09 15:56
Most of can agree that 2020 has been an unusual and troublesome year. A few industries have benefited (online retailers, […] Read More
2020-11-09 17:05
One of my recent articles discussed B2B Marketing’s Role in Driving Revenue With Integrity. I’m not surprised that it received […] Read More
2020-09-16 15:21
It is critical for everyone on the revenue generation side of the business (including you folks in the marketing department!) […] Read More
2020-08-25 20:44
Creating company value is more difficult in a down econonomy. The article discusses six specific ways you can use strategic marketing and sales to build strong company value Read More
2020-07-06 16:37
Let me start out confessing that I have a love/hate relationship with Amazon. I bet a lot of you reading […] Read More
2020-06-10 16:46
My friend and noted entrepreneur and teacher Steve Imke, posted an article titled, A recession is a great time to […] Read More
2020-05-20 17:33
During this period of business uncertainty due to the COVID pandemic, I have spoken and written about the need to […] Read More
2020-05-05 19:15
As I write this, the world is dealing with the COVID-19 crisis. Chances are, your customers are facing their own […] Read More
2020-04-28 16:30
As the CEO of a B2B marketing and revenue growth outsource provider, you would think that I would always suggest […] Read More
2020-04-07 14:29
Yes, it’s tough out there. As I write this, we are all faced with the specter of the invisible coronavirus […] Read More
2020-03-25 21:01
I am certainly not the only one who can say that the last couple of weeks have been among the […] Read More
2020-03-10 14:32
In Deloitte: The Future of B2B Sales is “Experience Selling, Bob Thompson relates a discussion he had with Harry Datwani, a […] Read More
2020-02-24 18:46
All the C-level positions are important but I will respectfully submit that a fractional CMO can sometimes be the most […] Read More
2020-02-06 18:45
Marketing content is an important component of effective B2B marketing. Quality and quantity are both important attributes of good online marketing content. This article discusses the mimi… Read More
2020-01-22 15:45
I am very proud to be part of the CustomerThink.com family, as an adviser and columnist for the past few […] Read More
2020-01-08 15:35
The beginning of a new year is always a great time to evaluate the results of the previous year and […] Read More
2019-12-27 17:15
My job, and core mission, is to help B2B companies accelerate their revenue growth. While every company has a different […] Read More
2019-12-11 15:32
I’ve been involved with companies who understood the revenue growth curve and occasionally not. In the early 2000s, I was […] Read More
2019-11-19 17:29
Every month or two, I teach a brief course to military veterans who are transitioning into civilian life and have […] Read More
2019-10-30 17:40
How to Conduct a Quick and Effective B2B Marketing Assessment All of you numbers-focused and results-obsessed marketers understand the importance […] Read More
2019-10-15 16:32
Everyone has an opinion when it comes to branding. Over the course of my career, first as a client-side marketing […] Read More
2019-10-01 17:43
I first wrote about the concept of selling more by selling less in a 2016 article, How to Sell More […] Read More
2019-09-17 16:52
Last week, I presented at an event in Denver called the Sales Symposium – put on by the smart folks […] Read More
2019-09-05 17:45
Many companies need to transition from push marketing to pull marketing. This article discuses the pitfalls and strategies of converting from an outbound to inbound marketing model Read More
2019-08-21 15:35
I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage […] Read More
2019-08-20 19:54
Marketing’s role in customer experience leadership can be powerful, especially if it’s managed holistically. Step back and think about what […] Read More
2019-08-08 14:57
There are many industry gurus out there proclaiming the death of the B2B sales profession. Forrester Research predicted that 1 […] Read More
2019-08-06 20:27
“I saw the angel in the marble and carved until I set him free.” Michelangelo I’ve been re-thinking the practice […] Read More
2019-07-30 15:58
In my last Great B2B Marketing post, I made a bold claim. What’s worse, my own community was the target. […] Read More
2019-07-24 16:20
In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and […] Read More
2019-07-17 15:23
There is a lot of conversation circulating about building your personal brand. If you take a look online, you might […] Read More
2019-07-09 15:45
Last month, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and […] Read More
2019-06-26 17:29
A new mechanism has emerged to help B2B buyers who are searching online for products and solutions: Ratings and reviews […] Read More
2019-06-24 18:16
Properly pricing products and services is always something of a challenge because it seems that everyone has a different view […] Read More
2019-06-12 14:32
Last week, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align […] Read More
2019-06-10 19:26
It’s Not Product vs. Sales, It’s Product and Sales. The other week a company with which I work sent a […] Read More
2019-06-04 14:50
Lisa Magnuson, Founder and CEO of Top Line Sales, asked for my input on a book she is writing on […] Read More
2019-05-29 13:50
Sales managers and leaders can impact the quality of the sales conversation and improve win ratios by asking the right […] Read More
2019-05-21 16:58
Ever feel stagnant in your marketing efforts, when what you have been doing is not getting the desired results? All […] Read More
2019-05-16 13:50
If you’re a small business owner, you might remember the day you implemented Google Analytics on your website and saw […] Read More
2019-05-07 20:52
I’m occasionally asked by clients or business colleagues: “What actions can I take that will have the biggest effect on […] Read More
2019-05-03 17:01
Why you need to be a “pipe”, not a “bucket” marketer. B2B marketers seem to come in two varieties; those […] Read More
2019-04-25 13:30
A few months ago, I ran into an executive who was working on a content management project. He described the […] Read More
2019-04-24 19:18
As an avid practitioner of content marketing, both for our clients and my own company, I’ve heard (and expressed) a […] Read More
2019-04-09 16:23
As a follow on to Seven Steps to Composing a Compelling Business Mpact Statement, Business Mpact Selling is a philosophy and […] Read More
2019-04-08 20:36
Companies who are considered commodity providers face price and competitive pressures. This article discusses how to use pull marketing to become a branded authority in your field and improv… Read More
2019-04-02 19:23
Sales Fungus takes many forms. It reveals itself as a brain disease often fatal to the rep’s career if not […] Read More
2019-03-28 17:45
Earlier this week, I presented a BrightTALK webinar on behalf of the Sales Experts Channel, titled, Branding and Positioning for […] Read More
2019-03-25 16:48
So, it’s a quiet Friday in the office. You’re looking out the window, dreaming of your Saturday morning coffee with […] Read More
2019-03-18 16:15
Many organizations believe that social listening is a good substitute for traditional market and customer research. Certainly, social listening has […] Read More
2019-03-12 19:46
I am a big fan of the integrative medicine movement. As Duke Integrative Medicine describes it: Integrative medicine is an approach […] Read More
2019-03-05 16:44
There’s a lot of talk in the B2B world about what we can learn from consumer marketers. We need to […] Read More
2019-02-28 17:28
One of the advantages of a long career in any discipline is the ability to look back and see lessons […] Read More
2019-02-21 18:55
The CEO of a large international corporation was asked, “How do you select your professional advisors: lawyers, bankers, auditors […] Read More
2019-02-13 20:37
Before we get too deep into the year, why not take one or more actions that can propel your company […] Read More
2019-02-12 15:27
Your boss doesn’t like how the website looks. Colleagues continually point out your competitors’ digital presence is on the bleeding […] Read More
2019-01-30 15:23
Is the primary purpose of your company and its products and/or services to create demand or fulfill demand? Perhaps you […] Read More
2019-01-22 15:30
Are you responsible for measuring the progress in improving customer experience? If yes, I’m sure you needed to come up with […] Read More
2019-01-16 15:10
I was on the phone with a friend and former colleague and he mentioned that he has been thinking about […] Read More
2019-01-14 17:56
Addressing personal values matters in B2B marketing — more than most might think. In fact, research from Motista and ThinkGoogle shows that […] Read More
2019-01-07 16:40
What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars […] Read More
2019-01-04 16:23
We each have our own ways of setting goals and resolutions. Like many of your peers, you may do this […] Read More
2018-12-18 17:25
As a marketing/sales leader or company executive, you probably don’t have the luxury of divorcing your mind from business during […] Read More
2018-12-11 15:26
Today, I’m writing specifically to sales leaders, though the myth of more applies to anyone in sales. We are about […] Read More
2018-12-07 17:04
Cure Underperformance and Build Value by Traversing the Business Value Hierarchy Why Review Your Value Hierarchy? It is time to […] Read More
2018-12-03 18:06
Addiction to acquisition of customers is taking a toll on customer experience ROI. Did you know that 1.8 trillion dollars […] Read More
2018-11-28 21:04
A B2B software client was facing declining quarter-over-quarter sales. Their answer was to hire two additional sales reps. Unfortunately, the […] Read More
2018-11-19 15:24
The time seems right to take a moment and reflect on the evolution of the Marketing Operations (Ops) role. Only […] Read More
2018-11-16 21:13
Agile marketing makes marketing departments more effective by using agile software principles that allow marketers to move faster in response […] Read More
2018-11-01 14:07
If you are facing stagnant or declining sales on one or more products and services, it may be because the […] Read More
2018-10-31 17:16
Three Business Health Problems Your B2B Sales Organization is Telling You It would be great if sales whispering was talking […] Read More
2018-10-23 14:50
As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business […] Read More
2018-10-18 16:59
I was delighted to spend about 30 minutes doing a video interview with John Golden from Sales POP! Online and […] Read More
2018-10-11 14:18
Let’s face it, a digital call-to-action is needed if you want your audience to take the next step. Traditional content can […] Read More
2018-10-10 16:33
Big league pitcher Lefty Gomez is more famous for saying, “I’d rather be lucky than good”, than for the quality […] Read More
2018-09-27 15:53
As a marketing and revenue growth consultant, I often work with companies that are not the industry leader in revenue, […] Read More
2018-09-25 15:17
Failing to see the difference in value between a long-time customer and a fresh acquisition undermines brands on a regular […] Read More
2018-09-17 16:26
Packaging a product effectively is important. It entices consumers to buy your product even without actually seeing what’s inside or […] Read More
2018-09-17 15:11
You can read lots of articles and white papers about the various technology options – CRM, marketing automation, sales enablement […] Read More
2018-09-11 16:35
Good customer management practices to protect your customer relationships Just like my teenage son can be completely lovable one second […] Read More
2018-09-04 16:55
If you decide to go with either a pure- or a hybrid-channel sales model, make sure you create the best […] Read More
2018-09-04 15:47
I’ve watched more episodes of MTV’s Catfish than I’m proud of. I’ve seen enough to know that each episode of Catfish follows […] Read More
2018-08-28 19:27
Demand Gen Report hosted its “Business Insight sand Intelligence” webinar series this week. Triblio’s CEO Andre Yee, former SVP of Product at […] Read More
2018-08-20 16:38
Seven Strategies to Accelerate Revenue Growth In its most basic form, Sales Transformation is ensuring you have equipped your sales […] Read More
2018-08-14 16:52
4-Part series on how to create a frictionless experience In parts one through three we looked at the role friction […] Read More
2018-08-13 17:53
To complete a purchase, businesses require an estimated 6.8 stakeholders to approve — an increase from an average of 5.4 […] Read More
2018-08-06 16:53
Think developing a go-to-market strategy is the sole responsibility of your marketing department? If so, you’re setting yourself up for […] Read More
2018-08-01 17:08
When it comes to driving revenue growth, just as tactics follow strategy, proper action follows the right mindset. And the […] Read More
2018-08-01 16:14
Launching an app is one of the best things you could do for your business. An app presents a unique […] Read More
2018-07-24 16:03
Marketing, you’re going to need different metrics if you want to prove your contribution to Growth. In our recent poll, […] Read More
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