Gordon Hogg

False insight about your B2B buyers is worse than no insight at all.

The problem, of course, is that no one believes that they have false insight about how their customers buy. How could your sales team possibly...

Are marketing’s leads really not qualified or just not ready to buy?

I speak with sales reps and their customers every day about what prevented buyers from investing in solutions that were a perfect match for...

Your leads suck. Why aren’t you generating more leads?

The lack of contact with self-educated buyers might be limiting the lead information that marketing is providing and could be causing your reps to...

B2B buying is strategic. Selling is tactical.

Dave Brock wrote a passionate post highlighting the "tragedy" customers suffer when "no decision made" is the result of a purchase process. Dave rubs...

The best B2B buyer insights come from the deals you lost.

Of course, you talk to your customers. And it should be no surprise that they’re happy to talk to you. They’ve just spent time...

You have a great message – hidden under a steaming pile of marketing jargon,...

You see them everywhere; on buses, buildings, websites, social ads and even in the bottom of urinals, trendy technology babble that jargon-hurling and language-torturing...

Sales and Marketing are victims, they’re not the problem

When marketing leads fail to convert, it’s tempting to blame marketing for bad leads or sales for poor execution. But there is an undeniable...

Self-educated buyers are expanding the role of marketing.

In today’s B2B sales world, self-educated buyers are, on average, 60-70% of the way to a buying decision before they talk to your sales...

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