Term
Industry
Strategy
Content Type

4 Reasons Why CMO’s Should Care About Buyer Personas Today

Hundreds, if not thousands of CMO’s across the globe make similar comments. Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. It can make the difference between getting your...

How Top Sales Reps use LinkedIn to Create Buyer Personas

New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas. Then I provide...

Operationalize Personas to Meet Your 2013 Goals

Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here). Unfortunately, many of these projects have failed to live up to their hype. They have under delivered and under whelmed. Marketing is...

Why are Key Account Personas so important?

The importance of clear, detailed personas for the various buyers within your Key Accounts is critical to your success. Put yourself in the following situation and think about how you will react. Let’s use the scenario that the CEO of a...

Win-Loss Analysis: Do You Know Your Buyer Personas?

The answer is you are probably trying to answer both and understanding the buyer personas of your customers is something you should spend time digging into. In past blogs we’ve discussed how in win-loss analysis, a critical theme that will...

Now Is the Time for CEOs to Strengthen the 3-Year Plan, Not Abandon It

We are living through a truly unique point in time. The impact of COVID-19 over a short two month period has thrown the global economy into complete peril and created unparalleled uncertainty and ambiguity. The core questions out of every...

Revising Your GTM Structure During the Shift to Cloud

IDC predicted that “By 2020, 70% of enterprises will integrate cloud management—across their public and private clouds—by deploying unified hybrid/multi-cloud management technologies, tools, and processes.” CEO’s riding the cloud computing wave will have to be mindful of a consumption-based model....

Deal Optimization—A Key to Business Survival During COVID-19

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when...

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and...

How Private Equity Firms Accelerate Growth

Private equity firms feel stress at thebeginning of each quarter.You need your portfolio companies to make the number. As a board member, you are constantly asking yourself, “how can we accelerate our growth rate?” This post is focused on helping...
1 2 3 4 34