Elastic Path e-commerce

Elastic Path CMO knows better than to use a hard sell to market ‘headless’ e-commerce

An Uber ride is an e-commerce transaction, but you don’t swipe your credit card before climbing out of the car. If you press an Amazon Dash button you get products delivered instantly. Now Elastic Path CMO Darin Archer is trying to help B2B organizations achieve a similarly quick, convenient and seamless way to conduct all […]

InsideView

InsideView research reveals critical attitudes among Millennial sales and marketing professionals

Millennial-aged sales and marketing professionals have an even lower opinion of each other’s roles in the enterprise than the current generation, according to research conducted by CRM and marketing intelligence software maker InsideView. In its report, “The State of Sales & Marketing Alignment in 2018: How Leading B2B Companies Drive Growth by Aligning Go-to-Market Teams.” San […]

C-suite sale

The C-Suite sale: Keys to determining the relevant executive for a sales opportunity

Competitive salespeople don’t waste people’s time, least of all their own. They identify the relevant executive for each sales opportunity, and they take time to understand the dynamics of their customer’s organization to uncover where influence, power, and control over a particular project reside. “It doesn’t have to be the CEO of a corporation,” said […]

Johnathan Grzybowski

Inside The Mind Of . . . Johnathan Grzybowski

Johnathan Grzybowski is rogue risk taker turned entrepreneur and national thought leader in digital marketing and branding. Grzybowski took his experience from working at Apple to launch a digital design and marketing agency called Waterfront Media in 2015. The organization serviced medium size businesses, nonprofits, and universities. After recognizing a need for more community-conscious businesses, […]

sales coach

A sales coach offers his best advice on making great first impressions with customers and prospects

Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility.  This applies to everyone you meet with for the first time.  All things being equal, a positive first impression means they will trust you to help them.  A negative first impression can only be corrected by time and […]

C-suite

State of the C-suite: How executive career paths became so difficult to maneuver

When the World Economic Forum convened in Davos earlier this week, many observers noted a welcome change in the leadership among its key organizers. For the first time in its long history, the seven co-chairs of the annual gathering of politicians, CEOs and other senior executives were all women, representing an equally diverse cross-section of […]

b2b lead generation

How to Harness the True Power of the 7 Top Content Types for B2B Lead Generation

Today’s top B2B brands tend to rely on seven types of marketing content to generate the majority of their leads. These content types include, in order of effectiveness, email marketing, content marketing social media marketing, landing page and website optimization, SEO, paid search, and webinars or virtual events.   Before your organization starts putting these […]

James Greig

Inside The Mind Of . . . James Greig

James Greig is CTO and Co-Founder of iVvy, a leading enterprise software as a service (SaaS) technology company, providing cloud-based solutions for event management, venue management and supplier management. iVvy’s technology enables organizers to search, compare, book and pay for their event in real-time, providing live availability and pricing of function space, and group accommodation. […]

okrs

OKRs: How the right objectives and key results process can help sales teams soar in 2018

At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]

Molinaro

What the art of leadership looks like to Lee Hecht Harrison’s Vince Molinaro

The question Vince Molinaro asks senior leaders sounds simple enough: “How did you get your current job?” The answer, however, may be a little disappointing. “Most often what I hear is, ‘If I’m honest, I kind of backed into it,’” Molinaro, global managing director of career transition and outplacement firm Lee Hecht Harrison (LHH) told […]

design thinking

How design thinking can help sales teams: Advice from the authors of ‘Naked Sales’

We in design haven’t been very good to sales for some time now. Over the last few years the leading methodology for innovation, design thinking, has changed the way people manage daily communications (mobile devices and applications), access health care (medical devices and care practices), travel (autonomous driving) and manage their lives at home (via […]