Who should own Go-to-Market planning?

  Get your free copy of the 2014 Sales and Marketing Alignment Report!   Riddle me this. What can lift the probability of Sales accepting Marketing’s leads by 31%, increase the probability of closing these marketing qualified leads by 56%, and increase Marketing’s contribution to revenue by 62%? Planning. More specifically, assigning the right owner […]

Stand Out by Helping Out: How Customer Centricity Can Help you Win Business

Imagine for a minute that it is the 1920s and you have been doing the washing by hand your entire life. You have had to fetch water eight to ten times a day from a pump, well or spring to do your washing. Your mother did her washing by hand and so did her parents […]

A freebie can cost you more than money: a reputation for poor customer service

All customers love a freebie! Right? But, what happens when your good intentions backfire, and you’re left looking like the bad guy, as well as being out of pocket? This week, Hugh shares a few personal stories and examines the relationship between discounting and customer service. He looks at the common mistakes companies make when […]

How to shape the buyers’ need

Buyers buy what they think they need. Rather than focusing your efforts on selling the qualities of your solution, why not shape buyers’ need for your product, and let the product sell itself? Yes, that’s right, let your solution sell itself. In this blog, Hugh shows you how to differentiate yourself before the sale, without […]

Sales Enablement: the essential bridge between B2B Marketing and Sales

What is the primary role of B2B marketing in today’s business environment? It’s certainly no longer just about the traditional “awareness and preference”, or how many website visitors you attract or how many as-yet unqualified enquiries you generate. In fact, many of the traditional marketing focuses, priorities and metrics are downright dysfunctional in the modern […]

How to really upset your market

Being the nice guy to customers is always a good idea. But with prospects, we need to really upset them. Seriously! A prospect might engage with you if you’re nice, but that’s not why they’ll buy from you. They will only buy from you (or anyone) if they think they a problem that needs fixing. […]