Not going back but going forward
Every given week seems to provide reminders that, we can’t control the degree of change, uncertainty, and complexity we face. I was...
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- Jun 29, 2021
- 1 min
Nothing builds new business more reliably than gaining referrals from existing customers
. The power of the customer's voice through case studies, referrals, testimonials, .. ideally shared by the customer is very likely to...
- Jun 15, 2021
- 1 min
Successful business transformations are rare
Leading transformational change means taking the organization beyond its current positioning, performance, and capabilities. It means...
- Jun 10, 2021
- 4 min
How to boost customer willingness and confidence to drive organizational change?
The future of superior customer experience is moving to a data-driven, predictive system to elevate performance. Companies that can...
- Jun 9, 2021
- 1 min
Customers expect you to know them, to care
Modern customers use more than 20 social, messaging, chat, SMS, email channels and expect you to be present to listen, engage, answer...
- Jun 3, 2021
- 1 min
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There is an immense opportunity for Marketing to increase focus on post-sale revenue. Most marketers are exclusively focused on...
- Jun 2, 2021
- 1 min
Marketing for the sake of business outcomes
We have moved from systems of record to systems of intelligence, to systems of engagement. Technology has enabled us to digest huge...
- May 27, 2021
- 1 min
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Marketing should put more attention to lead nurturing. This stage in lead management is often forgotten and unrightfully so. Marketing...
- May 26, 2021
- 1 min
The game has changed
It’s not about you, your products, your company. The game has changed - it is about them, your customers. The biggest changes marketing...
- May 19, 2021
- 1 min
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Marketing is no longer the sole owner of top-of-funnel activity. New privacy regulations and the rise of sales engagement tools are...
- May 18, 2021
- 1 min
Change from within
Fostering “always-on” development requires engines of change that generate change from within. Management doesn’t have all the answers...
- May 12, 2021
- 1 min
What has changed for the ABM?
Recognition of ABM benefits is rising. It has been proven to work. When I started using the approach it was one of the few initiatives we...
- May 10, 2021
- 3 min
Not Doing Different Things, Doing Things Differently
If we only think about all the changes we have experienced during the last months - not just the global pandemic, but also the economic...
- May 6, 2021
- 1 min
Are you struggling to achieve a successful lead handshake?
When sales and marketing have agreed on which accounts to target and what to achieve with those individual accounts - now both teams need...
- May 4, 2021
- 1 min
Being in a leadership role is not the same as leading.
Leading well means having the interest and the commitment to learn and to take the continuous journey of personal development to keep us...
- Apr 23, 2021
- 3 min
Proving the Value of Marketing's performance
Business as usual is no longer an option and the future is being shaped by uncertainty. Marketing leaders often struggle to effectively...
- Apr 22, 2021
- 1 min
Omnichannel - a B2B standard
Omnichannel is becoming the standard in B2B, not the exception. 83% of B2B leaders believe that omnichannel selling provides a more...
- Apr 21, 2021
- 1 min
Bringing the change from within
Recently I heard someone say “I hate it when people say that the change starts with me. How can we change something if the management is...
- Apr 15, 2021
- 1 min
Are you working on changing mindsets?
B2B customers are expecting trusted advice, relevant to their stage in the decision process, and delivery of a solution that adds value...
- Apr 13, 2021
- 1 min
Radically human
Imagine an organization united behind a bold purpose, where everyone is customer-obsessed, where leaders are inspiring and authentic,...
- Apr 8, 2021
- 1 min
How to establish an effective cross-functional team?
The relationship between marketing and sales is changing. Slowly. In my humble view, the two roles should not just coexist - not when...
- Apr 7, 2021
- 1 min
By creating success in the present you buy the right to exist in the future you’re envisioning.
The greatest challenge leaders face is managing a successful organization today and simultaneously adapting that organization for the...
- Mar 31, 2021
- 1 min
Rethinking what is working and how things get done.
I see that enterprises that I have spoken to over the years about transition and transformation - where there were a lot of discussions...
- Mar 30, 2021
- 1 min
How sales can collaborate better to address decision-makers in the buying process?
Customers are better informed and more demanding than ever before. Purchase decisions are taken by buying committees comprised of...