Posts Tagged "selling"

Is sales enablement dead?

Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will[...]
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Marketing to key accounts: It's all about the relationships

I was interviewing a Key Account Manager for a large tech firm the other day, and was struck by her comment that she wanted the firm's marketing people to be much closer to her customer. This is a large global account we're talking about, with a big account team and numerous multi-million dollar[...]
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The four engines of B2B marketing success

A friend recently had the good fortune not only to take over marketing for a successful B2B firm, but to do so with a mandate to build a new strategy that ensures a much greater impact on the business. He's a bit like a kid in a candy store. He's got budget to spend, executive support for more[...]
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Outsourcing reality show illuminates the buying process

About a month ago, the good folks at the Outsourcing Institute asked me to contribute some  "lessons" for services marketers based on their web-based reality show, The Transaction. No cash involved, but it sounded like an quick PR hit for me while helping out a great organization. When I[...]
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Provoking the sale: One crucial meeting?

While the main idea of “provocation-based selling” may not be so new, Geoffrey Moore’s recent article has certainly provoked some useful thinking here at Solutions Insights. Steve Hurley has already presented our general perspective that the differences between Moore’s “new” idea[...]
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Is solutions selling dead...or more important than ever?

Did longtime tech marketing guru Geoffrey Moore just publish an obituary for one of the most successful forms of selling in our industry’s history? In a recent Harvard Business Review article, "In a Downturn, Provoke your Customers," Moore and his TCG Advisors team propose a new method for[...]
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Taking the time to get it right

The need for speed in the market is little doubted, and organizations are constantly trying to accelerate the pace of innovation, bringing new products and services to market, and, of course, the sales cycle itself. As in journalism, though, getting it right is just as important as getting it[...]
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