Whitewater rafting. It’s kind of a Colorado thing – like Subarus, Tevas, and dogs. That crazy pin-balling off boulders, both seen and unseen, as you hurtle downriver tossed about by ever-changing rapids, rises, and drops, can leave you wondering how you’ll ever make it to the takeout.
The Four Perils of Denial
It’s commonly said that business-to-business (B2B) companies have a similar marketing challenge to those in consumer (B2C) categories. After all, they say, it’s still ‘people’ making decisions. That’s only partially true.
Deals that just won’t close: Behind the “Next Quarter” syndrome
Having a group of deals expected to close, but instead get “pushed” into next quarter is as frustrating as it is common. And it is common.
Why Customer Diligence Matters in Quality of Earnings (Q of E Diligence)
In Q of E Diligence, you know what matters and how to measure it. After all, your deal is at stake, and the performance after the deal depends on it. With all the rigor you apply, still, you have to ask, “Is the diligence package giving us confidence in the revenue stream we expect?”
Launching New Products or Services – Four Mistakes to Avoid
As companies seek organic growth, launching new products and services makes sense. Innovation is key to long term success and competitive advantage. Opportunities to sell more to current customers is an obvious motivation for creating new offerings.
Pining for Trees
We’ve all head the expression, “Can’t see the forest for the trees.” When you hear this, it usually means that someone has a blind spot. Could that apply to you …
Playing Defense in Bringing a Company to Market
When bringing a company to market, you have a lot to think about. One key element is building the company story; one that weaves all the compelling highlights that would …
Win-Loss Analysis to Drive Sales Results:
A checklist for companies considering a Win-Loss Analysis Program Many Sales leaders are thinking strategically about their “win-rate” and how to improve it. Once a focus only for Enterprise companies, …
Win-Loss Analysis – The Inner Game of Sales Success
A caution for sales leaders: Don’t be your own worst enemy Winning at enterprise sales is hard enough. Often, Sales leaders make it harder still by encouraging or enabling bad …
How did Net Promotor Score become the standard for Customer Satisfaction and why should you care?
If you’re a B2B marketer, here’s what you need to know about Customer Satisfaction (C-Sat) and why you should be wary of NPS as a sole measure of customer experience.