Recent Posts

This morning we released the results of a very interesting survey conducted with Highspot, highlighting strengths, weaknesses and opportunities related to sales enablement in many B2B organizations nationwide. The findings are sobering, perhaps even a bit disturbing. Despite increasing access to tools, processes and technology, B2B companies are struggling to execute effective sales support activities … Continued

If there’s a buzz word or phrase bigger than Account Based Marketing (ABM) in 2015, it might be buyer personas.  But to cut through the noise and truly understand what these terms mean (and how to leverage their power), you often have to go back to before the fad, before the noise, and find the … Continued

I bet you don’t have one.  Don’t worry, I don’t have one either. Ask ten people you respect – people who are hitting their number this year, people who are running sales or marketing organization and knocking it out of the park – and I bet none of them have a long-term, written strategic plan. … Continued

This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. You’re using multiple social platforms, communication tools, CRM systems, etc. to run your business (or at least your sales and/or … Continued

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here’s some of what we’re reading:   … Continued

Howard Sewell is one of my B2B heroes.  I’ve learned as much about B2B marketing from him over the past several years as anybody, both from his experience and his instincts. I’ve hired him multiple times in past roles (from Microsoft to start-ups) and continue to seek his advice on numerous topics.  The British accent helps, … Continued

By Matt Heinz, President of Heinz Marketing “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well. Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what … Continued

Now that it’s Q4, many companies are entering the stretch run to finish 2015 strong.  You set goals (financial and otherwise) in January and need to hit or exceed those objectives by the end of December. But December 31st isn’t really a finish line.  Yes, you need to hit your number.  But it’s also a … Continued