Webinar: Owned AR outputs can accelerate sales
Cybersecurity AR specialist Pedro Domingues and I took an hour to chat about what we’ve learnt, from our AR clients and from our CCgroup’s…
On Sales Enablement
Use Analyst Relations to Accelerate Sales
My June webinar will outline how Analyst Relations can accelerate the purchasing process and increase the number of leads for business-to-business technology providers. Sadly,…
Is global marketing harder for B2B firms?
Business to business companies are often frustrated by the way that global marketing approaches are often founded on business to consumer assumptions. However, there’s…
Training and tools are central to sales enablement
Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward…
Retail tech: The pitfalls of not knowing what you need, but thinking that you do
In this guest post, retail industry consultant Vijay Modha on what CEO panic-buying tells us about how to influence retail technology buyers
Sales enablement: Dave Eckert on winning sponsors and success
In the third part of Duncan Chapple’s interview, Dave Eckert explains winning sponsors and creating sales enablement success. Earlier installments are on getting started…
Dave Eckert: Five things analyst relations must provide to sales
In the first part of my three-part interview with Dave Eckert, he outlined the foundations for the sales enablement of analyst relations. In this…
SageCircle alum Dave Eckert on getting started with Sales Enablement
Dave Eckert, who led the SageCircle analyst relations consultancy, is one of the most experienced veterans of the analyst relations community. His work helped…
Guest Post: How to Pay Analyst Firms for Better Coverage
You’re thinking it, aren’t you? You wonder if paying analyst firms will improve your placement in comparative reports, get you included in other reports,…
Efrem Mallach: Win-Loss Analysis must be separate from sales management
Professor Efrem Mallach, Kea Company’s research director, has managed Win-Loss Analysis for many vendors. After a recent Gartner blog post, I asked for his…
Gartner’s Cool Vendors says winning boosts sales
What have Box, Dropbox, Nest, Evernote, Cloudera, Palantir and Instagram in common? They were all designated a Cool Vendor by Gartner. So, what happened…
Apple’s AR failures are typical for B2B2C firms
Apple is a classic example of the firms whose weak analyst relations is most costly: companies that supply the consumer retail channel. One of…