TractionSF Conference: Revenue growth tips for B2B companies

All companies are starved for growth. Startups. Public companies. B2B companies. That’s the hypothesis of Morgan Brown, co-author of Startup Growth Engines, a book of case studies on how successful startups unlock growth without traditional marketing. At the recent Traction Conference in San Francisco, Brown and many other speakers gathered to evangelize growth hacking and […]

Video: 3 types of buyers and how getting them right will change your life

Applying the right sales strategy with the right buyer is key—and the first step is knowing (really knowing) our buyers. In this video, I explain a four-step process to ranking prospects and getting the sale. I provide a simple breakdown of three kinds of buyers, shares the strategy and selling message for each category, and end the video by […]

Infographic: B2B e-commerce sales to reach $1.1 trillion by 2020

This staggering stat should encourage  B2B firms with an e-commerce strategy. The infographic with the figure of B2B e-commerce revenue reaching $1.1 trillion US by 2020 comes courtesy research firm Sullivan, but they also included some other key findings. In a survey, 94 percent of B2B buyers wanted to know where and how to make an immediate […]

Inside the value of human capital to sales and service

With customers’ ever-rising comfort levels to purchase and self-service online, and increased pressure on businesses to develop end-to-end Web enabled applications to accommodate, it seems the value of human capital in sales and service is diminishing. From a business end, consider that businesses must hire, train, coach, performance manage, payroll, incentivize, and provide benefits to […]