Taking a close look at the Sales Funnel By Luandri Smith I recently came across an article entitled “Why the sales funnel is the cockroach of marketing concepts”, written by Tom Roach. In it Roach makes several thought-provoking observations about how the...
Sales enablement provides sales teams with everything they need to sell as the point of focus, and is a major point of priority for many in the B2B space. In contrast, buyer enablement is an outside-in approach which makes it easier for buyers to buy. My view is that...
Sales enablement is a major focus for many in the business-to-business (B2B) space, with a focus on providing B2B key account sales teams with everything they need to sell. The converse is buyer enablement, which is a shift from making it easier for salespeople to...
Creating customer value is a key driver for both business survival and business growth. If we consider that the perception of value is often made up of a lot of variables like product quality, price, customer experience and competing alternatives, to name a few, it...
Account Based Marketing can be best defined as a structured and strategic approach to treating individual accounts as a market in their own right. This isn’t revolutionary, but neither is Account Based Marketing itself. Companies have been practicing ABM for...
Words by Catherine Black There’s another, more innovative approach to research, and it involves using a concept that’s usually only thought of in a very academic context: cultural anthropology. Business at its core, anthropology is the study of someone’s behaviour in...
Recent Comments