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I hear a lot of talk in marketing circles about B2C vs. B2B. In a nutshell, here’s how I’d describe how each side views the other: What B2B thinks about B2C: “B2C marketers think they are the “cool kids” at the prom. But, the reality is they just spend tons of money and never show any results. Where’s the ROI?” B2C thinks about B2B: “B2B? Boring-to-Boring. I mean, how many original whitepapers… Read More
Recently, I had the opportunity to represent PGi at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Chicago. The title of my presentation was “Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape”. You can check out my the slideshare of my presentation above. In this post, I’ll share some of the key themes I discussed at the conference. The Changing Sales Landscape Overall, the… Read More
I just got back from PGi’s annual sales meeting. It was a great event and got me thinking about the importance of having a strong partnership between sales and marketing. Back in 2007, I started working on the b2b marketing team at AutoTrader.com. At the time, there was a big wall between the sales and marketing organizations. We would sit in our corporate office, look out at our sales team and say,… Read More
single-minded proposition 
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