Scott Santucci

Sales and Marketing Alignment: Why Should You Care?

You've heard it before — the seemingly endless "he said, she said" debate between sales and marketing. Many CEOs feel like they are counselors and could write John Gray's next relationship advice book: "Sales is from Mars, marketing is from Venus." Clearly, the counseling approach...

Do Your Value Propositions “Go to 11”?: The Rise of Customer-Centric Messaging

In Rob Reiner's 1984 "rockumentary" This Is Spinal Tap, one of the main characters, Nigel Tufnel, proclaims they are different than other bands because their speakers "go to ll." I cannot help but be reminded of good ole Nigel every time I talk to clients...

Seven Irrefutable Laws of Customer-Centricity

B2B vendors are struggling to combat margin pressures that result from an increasing perception of commoditization in the market place. Many have concluded the most logical way to address this is to sell higher in the organization and become "trusted advisers" to more...

Are Your Salespeople Stupid?

Come on, admit it. It's what you think, isn't it? If I had a dollar for every time I heard "our salespeople lack the skills or ability to (insert any of the following: cross-sell, sell higher, sell to value, get ahead of the RFP)"...

A Quest for Vision: Structure Ahead of the RFP?

It used to be that sales people could hit their numbers by responding to inbound inquiries (leads, RFI's, RFP, etc) from various companies within their territory. Now, however, these same reps are forced to develop opportunities from scratch as go-to-market models are increasingly more...

Value Is as Value Does: How a Fortune 100 Pharmaceutical Company Calculates Value

If you are B2B vendor, chances are you ... Want to be a "trusted advisor" to senior decision makers Are encouraging your sales teams to "sell to value" or you Are changing marketing's focus to be more "solutions" oriented. If any of these situations describes you…

It’s the Conversation, Stupid. People Buy From People

Why are sales and marketing professionals working harder and longer than ever before? Why are they seemingly in a constant firefighting mode, moving from one fire drill to the next, one meeting to another? We are in the middle of a major transformation in the...

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