The Six Stages of the B2B Buyer’s Journey

There’s been a lot of articles on buyer’s journeys over the last few years and how businesses need to digitally transform to accommodate the changes in buyer behavior. The phases that a buyer walks through are a critical aspect of your overall sales and marketing strategy to ensure that you’re providing the information to prospects or customers where and when they’re looking for it. In Gartner’s CSO update, they do a fantastic job of segmenting

Digital Transformation: When CMOs and CIOs Team Up, Everyone Wins

Digital transformation accelerated in 2020 because it had to. The pandemic made social distancing protocols necessary and revved up online product research and buying for businesses and consumers alike. Companies that didn’t already have a robust digital presence were forced to develop one quickly, and business leaders moved to capitalize on the torrent of data digital interactions created. This was true in the B2B and B2C space: The pandemic may have fast-forwarded digital transformation roadmaps

Five Marketing Trends CMOs Should Act On In 2020

Why Success hinges on an offensive strategy. Despite shrinking marketing budgets, CMOs are still optimistic about their ability to achieve their goals in 2020 according to Gartner’s annual 2019-2020 CMO Spend Survey. But optimism without action is counterproductive and many CMOs may be failing to plan for tough times ahead.  CMOs are more agile now than they were during the last economic recession, but that doesn’t mean they can hunker down to ride out a challenging

The Myth of the DMP in Marketing

Data Management Platforms (DMPs) came on the scene a few years ago and are seen by many as the savior of marketing. Here, they say, we can have the “golden record” for our customers.  In the DMP, vendors promise that you can collect all the information you need for a 360-degree view of the customer. The only problem — it’s just not true. Gartner defines a DMP as Software that ingests data from multiple sources

3 Reasons Sales Teams Fail Without Analytics

The traditional image of a successful salesperson is someone who sets off (probably with a fedora and briefcase), armed with charisma, persuasiveness, and a belief in what they are selling. While amiability and charm certainly play a role in sales today, analytics has emerged as the most important tool in any sales team’s box. Data is at the core of the modern sales process. Making the most out of data means extracting the right insights

What is the Internet of Things? What’s it Mean for Marketing?

Internet connectivity is becoming a reality for virtually any device. This is going to play a large role in big data and marketing in our near future. Gartner has predicted that by 2020 there will be over 26 billion devices connected to the Internet. ]=[op0-9y6q1 What is the Internet of Things Things refers the things that we don’t typically imagine as being connected. Things can be homes, appliances, devices, vehicles, or even people. People will

The Utopian Future of Channel Selling

Channel partners and Value-Added Resellers (VARs) are the redheaded stepchild (treated without the favor of birthright) when it comes to obtaining the attention and resources from manufacturers of the countless products they sell. They’re the last to get training and the first to be held accountable for meeting their quotas. With limited marketing budgets, and outdated sales tools, they’re struggling to effectively communicate why products are unique and different. What is Channel Sales? A method

Gartner Prediction of Top 10 Technologies for 2011

It’s interesting reading Gartner’s prediction of the top 10 technologies for 2011… and how virtually every single prediction is impacting digital marketing. Even the advancements in storage and hardware are impacting companies’ abilities to interact or share information with customers and prospects faster and more efficiently. Top Ten Technologies for 2011 Cloud Computing – Cloud computing services exist along a spectrum from open public to closed private. The next three years will see the delivery