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Don't Let the Name Fool You: 6sense is Based in Math, Patented, and Grounded in Worldly Advice from Customers and Peers
According to 6sense CEO Amanda Kahlow, "Predicting buyers and the products they're interested in isn't magic—it's math. …And lots of behavioral, intent-related data."1  The 6sense math is paying off for its customers. Shortly after a first round of...
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Avoiding the Pitfalls to B2B Success: First in a four-part series
In my B2B Executive Playbook, I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the...
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If You Think Recruiting Customers to your CAB is Challenging, Check Out these 5 Helpful Tips
If you're considering a Customer Advisory Board (CAB) for your organization, but fear recruiting customers may be an overwhelming, nearly impossible task, please read on. Have you had these worries about recruiting?   "Our customers will think we just want to sell to...
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Avoiding the Pitfalls to B2B Success: First in a...
In my B2B Executive Playbook, I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most...
Customer Retention is 24K Magic
It is simple: Everyone gets excited when a new customer is signed. There’s a celebration, bells are ringing, and lots of recognition and rewards are handed out. Song’s like the ...
B2B Strategy Case Files: What If Both B2B and B2C?
When we wrote The B2B Executive Playbook, I had every hope it would forever change the hearts of minds of B2B enterprise.  Recently, however, my colleague and B2B strategy guru @sea...
Don't Let the Name Fool You: 6sense is Based in Math,...
According to 6sense CEO Amanda Kahlow, "Predicting buyers and the products they're interested in isn't magic—it's math. …And lots of behavioral, intent-related data."1  The 6sense...
Thank You, Customer Success, for Uniting Marketing and...
“Over the years, I have come to dislike marketers,” a CFO at a $350M company recently told me.  “I have found they just aren’t good business people.” I couldn’t help but smile and...
Customer Success: Applying Science to the Art of...
Over ten years ago, our team built a model to describe what we believe is the core of B2B sustainable growth. Called the “Customer Engagement Lifecycle,” it depicts the importance...
3 Keys to Retaining and Growing B2B Revenue
In the B2B World, 80% of your revenue comes from 20% of your customers. The reality is that losing just 5% of those customers could potentially sink your organization. So in this...
DCR Workforce: Texbook Orchestration of B2B Growth...
Holy Beethoven!  I read dozens of articles about innovation and strategy each week, but none of them reflect the simple foundational melody of B2B growth: engage your customer...
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