B2B Sales Cycles Get Longer and Involve More Decision Makers
About half of B2B buyers say the sales cycle has gotten longer for new vendors; one in five say the number of decision-makers involved has grown B2B sales cycles are getting longer – and the process involves more decision-makers. That’s...Read More
The Powerful Sales Element of Social Proof in Thought Leadership Done Well
When a company illustrates in thought leadership that it understands an industry – its strengths, weaknesses, problems and opportunities – buyers stand to reason their products are probably pretty good too. A car dealership published an advertisement promoting several open...Read More
High-performing marketers do these 9 subtle details differently [Salesforce survey]
High-performing marketers are more likely to lead CX, partner with IT and automate marketing attribution – among other important details Salesforce recently published its seventh annual State of Marketing report – based on a survey of 8,227 marketers around the...Read More
MIT Sloan Study: Just 7% of Companies Have Digitally Savvy Executive Team
Marketing and PR require considerable time to educate executives that aren’t digitally savvy; if we can keep our frustrations in check the payoff promises big returns One of the biggest frustrations in the marketing and PR profession today is the...Read More
B2B Sales Cycles are Getting Longer, Study Says
68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. The trend has been more of...Read More
Borrowed Time for the AOR and the Impact of the Big 4 on Marketing and PR Agencies; Off Script No. 43: Chris Forhan of Bytelion
Not every one that winds up in the marketing and PR space started there. Take Chris Forhan for example. After college, he spent seven years in capital markets, “trading corporate and high yield bonds for a large regional money manager.”...Read More
Earned Media: 3 PR Studies Quantifying the Impact of Media Relations on Sales [UML]
PR measurement can be a bit like a self-fulfilling prophecy. On one hand, it gets dinged for a lack of measurement. On the other hand, measuring some PR activities, like earned media, is far more challenging than other forms of...Read More
Should Marketing Be Held to a Higher Standard? Off Script No. 38: Lacey Ford of insightsoftware
Revenue Driver. Pipeline builder. Marketing with a quota. Those are the words and phrases Lacey Ford uses to describe marketing today. She got her start as an entry-level marketing associate for SBC Communications, which is now AT&T. There she had...Read More
26+ Thoughtful Marketing Predictions that Could Actually Happen in 2019 Across PR, Content, Digital, Social Media and Customer Success
Prediction posts have their critics that often rightly cite hyperbole and nonsense – but this post isn’t one of those by any stretch. Instead, what you’ll find here are well-considered ideas that equal parts analysis and aspiration. As I’m wont...Read More
Alignment or Overlap? Marketing with Your Sales Shoes On [UML]
Marketing must be aligned with sales. It’s an idea that’s been branded in the minds of marketers, especially those that grew up around the dot-com era. This is because digital marketing, like email marketing and PPC, created an opportunity to...Read More
