I know better than to answer the phone at 8:50am. But it rang. And I reached and it went like this: “So… this is Lisa from PinkLipstick (I am making this up. I have no idea what her name was, nor did I catch the name of her company), and I wanted to tell you […]
The Distance Between Decision-Makers and End Users is Key
One of my favourite business writers, Geoffrey James, once wrote that B2B selling is “not only different from B2C selling, it’s massively more difficult …” . Here’s the whole article. When we look at the marketing side of B2B, I’m not sure it’s any more difficult than B2C, but I suggest it is considerably more […]
P-Cube Rising: Procurement is Cool Again
It’s been a while since we checked in with our friends in the Vendor Abuse department, also known as Procurement, and it seems their lot is improving at last. According to Harvard Business Review, we’re finally spending again and external suppliers are seeing four percent more of revenue than in 2011. We have also, apparently, […]
B2B Marketers Need to Pay More Attention to HR Trends
I have never read a romance novel because I’m fairly sure I won’t like it, and I can see plenty of heaving bosoms at soccer any old time. Until recently, I had never read a human resources book, on the general assumption that it would have to do with team-building exercises, being nice to the […]
Dont Waste Your Sales Call Do-Over
There are so few opportunities for redemption in the cold, hard world of B2B selling. Deals are big, cycles are long, memories are longer. But just as tennis offers a second serve, sales offers the get-out-of-suckiness-free card in the form of the follow-up . Last week we met some lazy, ill-equipped and dangerously eager sales people […]
