It’s been a while since we were unkind to agencies in this space and frankly, I miss it. So let’s talk about what you can do if, despite your very best efforts, you find yourself stuck with a Sucky B2B Agency. Maybe you work in the forgotten B2B corner of a mighty consumer brand, perhaps […]
Coming soon to a P-Cube Near You
It’s been about a year since we met our friends in the P-Cube. If you’re new to my little ecosystem, these are the folks in the Corporate Procurement department who spend their days in fabric-covered boxes watching hope die in a cloud of entropic cube-farm anxiety. Also they buy stuff from people like us and we […]
Attack of the Cymbal Monkeys
I can tell it’s the fourth quarter, and I needn’t look at a calendar. I can tell because my Inbox is full of white papers, webinars, events, retreats, off-sites, summits, books and speakers all of whom are out to solve the problem of sales and marketing just not playing nicely together. Sigh. Is there some […]
A Manifesto for Us Frogs
I like to think the story about frogs isn’t true but I sort of suspect it might be. It goes like this: if you put a frog in boiling water it will jump out, but if you put it in cool water which you slowly heat to boiling, the frog will keep adapting until it’s […]
Marketing to the F-Word Part II: Feel the Burn
Last time we talked about getting your inner Gordon Ramsay engaged as you target the people who both influence and, often, decide on large B2B purchases. This group, sandwiched between the relationship-driven C-Suite and the process-focused P-Cube, is the F-Word (F is for Functional Group) and it demands a different type of marketing. To win […]
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