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BlogCritics Reviews Launching to Leading

"Business-to-business marketing professionals who utilize the breakthrough strategies offered in this valuable playbook can achieve a competitive advantage, if not a movement, for their organizations."

A Theory of (Competitive) Relativity

(If you want be in on more of the Competitive Marketing Conversation, I'll be talking all about this and more at the day 2 Keynote of the Competitive Marketing Summit in Denver on October 23-24th.  For  the next week, the organizers are letting me offer a 50% off...

A Chorus of Value Voices

"But we sell to a technical buyers," she said, "why do I care about the story?" "But it's easy to use, why do I need to invest more in customer success?, " he asked "It's just about differentiation!," they all said. Like a loud bar, I was having a hard time keeping...

Look Who’s Talking – Markets are Conversations

Markets are Conversations. First said by the authors of “The Cluetrain Manifesto" in 1999, this is really a truth that goes back to the barter marketplaces of old, to the trading pits of the CBOE, to today’s electronic marketplaces. But if markets are truly...

B2B Revenue Acceleration Podcast Live

A great conversation with Operatix CEO and Co-Founder Aurelien Mottier talking about Storytelling and Persuasion  Global markets are shaped and won through conversation.  Marketers, salesfolk,  buyers and leaders need to accel at and understand small talk, persuasion...

Make Your B2B Messaging an 8 Layer Cake!

I recently read an article in the Harvard Business Review called "The B2B Elements of Value" by Almquist, Cleghorn and Sherer, 3 Bain and Company consultants from San Francisco.  It's a long somewhat complex article with one big take away for me, B2B buyers are people...

Shoulder to Shoulder with Tim Eades on Leadership…

Tim Eades, CEO of vArmour made for a compelling guest at our Dojo Meetup on December 5th. Though we promised "Vegas Rules" on specific antidotes and people, here's a few of the nuggets of wisdom I took away from our chat: The future is NOT "4-legged" sales calls, it's...

Treasury Curve Finds Their Voice

Challenge: A small but successful provider of Cloud Treasury Services that help corporations proactively and efficiently manage their cash and investments, Treasury Curve needed to move beyond features and benefits to raise their visibility in the market and attract...