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BtoB Lead Generation is Wrong 22 Aug 2013 | 10:20 pm
Print PDF What we call “lead generation” today is really short-hand for multiple processes, none of which is “lead generation” and all of which is causing major headaches for BtoB companies today. Thi...
Understanding Buyer’s Adoption 18 Jun 2013 | 08:05 pm
Print PDF Last few weeks, we have had some pretty intensive conversations as to why ADOPTION? Like, I get it, but why do you call it adoption? I know about technology adoption, but buyer adoption? I d...
Crossing the Real Chasm for Buyers 21 May 2013 | 08:01 pm
Print PDF A couple of leading questions that I think will frame the discussion. What is the difference between: 1. Pain versus Problem? 2. Solutioning versus Decisioning? 3. Solution Adoption versus B...
Your Business Operates As Designed 9 May 2013 | 08:32 pm
Print PDF A great quote from a long-lost marketing guru who I would love to find again. He basically said that the business operates as you designed; whether consciously or unconsciously. Even better,...
Call to Market Leadership 7 May 2013 | 11:53 pm
Print PDF We are looking for particular companies that are frustrated with the status quo in their market and who can partner with us to drive adoption and create a game change disruption in their mar...
Buyer Market Adoption Problem Resolution 7 May 2013 | 11:33 pm
Print PDF The fundamental business problem that we see for complex BtoB technology companies is that they lack an understanding of the nuances and differences of how diverse and complex buyers in thei...
Is the 80:20 Rule A Ceiling for Your Adoption? 2 May 2013 | 10:39 pm
Print PDF If you define buyer market adoption as the intersection of your technology solutions adoption in the market with the buyer’s need to fix a painful problem, then your adoption rate for your t...
CEO as Chief Buyer Officer 18 Apr 2013 | 07:37 pm
Print PDF We are all seeing a shift from vendor-driven to peer-influence is marginalizing vendors. Buyers demand to be empowered with education on the problem definition before they engage for educati...
Am I Truly a Problem Solver? Or am I Just Creating Pain? 5 Ways to Tell for Both Sales and Marketing 11 Apr 2013 | 07:30 pm
Print PDF Over the last few weeks, I have had numerous conversations with sales and marketing executives about solving problems. About ½ tell me that diagnosing problems is what they have always done....
Cause and Affect 5 Apr 2013 | 07:31 pm
Print PDF Wait, I can hear my Chief Grammar Editor screaming “NOOOOOOO” it is supposed to be effect. Stick with me…. You wake up one morning with a sore knee. A shooting painful, throbbing awful kind ...
