Peter Drucker created the concept “innervation” as the complement or alternative to innovation. Innervation is about influencing how your prospective buyers see your brand and the product or service you…
Read MoreEffective marketing will help you sell more, and to a premium price (in addition of gaining more loyal customers). In one way it’s easy. Scientific studies show how you should…
Read MoreThe main role for marketing is to sell more, and more importantly, to sell more profitably. Increased revenues and a premium price means a more profitable business. Based on this,…
Read MoreMany companies are not adapting to the new reality where the self-reliant digital B2B buyer has blurred the traditional lines for how marketing and sales work. It's important because companies…
Read MoreOne of the most important objectives for marketing is to ensure that your brand, product or service are remembered when it matters. At the moment your potential customer has the…
Read MoreThe human decision-making process is simple in one respect: All decisions are emotional. In another respect it is just as complex: We require rational motives to motivate our decisions driven…
Read MoreThe most important search engine is still the one in your mind. Most buying journeys start not by searching Google or AI engines, but by searching our memory. If you…
Read MorePositioning is a strategy for occupying and defending a desired position in the buyer’s mind. We want to quickly establish the category we act in and what makes us different…
Read MoreMore than 40% of B2B deals are abandoned before completion, with the abandonment rate reaching as high as 60% in some industries. This is not because buyers prefer a competitor,…
Read MoreDouble Jeopardy is one of the fundamental laws of growth. Very simply this law tells us that it is not possible to sustainably grow by focusing on loyalty alone, especially…
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