I have just sat through yet another webinar during which two regrettable things occurred: I discovered that Angry Birds is, indeed, more addictive than nicotine, and I heard someone tell a bunch of sales people to “sell to the C-Suite and nowhere else. That might be sage advice if all you sell is anxiety-enhancing consulting or Donald […]
Why Marketers Need to Find the G-Spot
It was bound to happen. Sooner or later business marketers would need to pay attention to this often-ignored bit of the B2B buying anatomy. You’ve probably been there yourself a few times, and you almost certainly have one in your company: I’m talking, of course, about the special place in the company where things get […]
Why Do Small Business Buyers Act Like Consumers?
In any gathering of B2B marketers, the topic of small business inevitably comes up. After all, those of us who work for large companies collectively discovered them just a few years ago. I’m pretty sure they didn’t exist until we found them. Or if they existed, they certainly didn’t buy complicated things like computers and […]
Trade Shows Part 6: Stupid Mistakes
Here are some stupid trade show mistakes: Massages: This seems like such a nice thing. Who doesn’t need a massage after a day at a noisy crowded show? It’s easy. Just hire a local massage firm to set up a few chairs and they’ll line up. So here’s the dumb part: Have you ever tried […]
Trade Shows Part 3: Do You Give Good Booth?
How to waste time, money and opportunity at your next trade show.
