Is Your Buyer Segmentation All Wrong?

Traditional buyer segmentation focuses on demographic and firmographic attributes but what if there was a better way? Read how needs-based segmentation works.

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Sell Outcomes, Explain Methodology

Posted on August 4, 2015

One area I believe B2B marketers must improve to accelerate revenue growth is becoming customer-centric in their communications. In a prior post, I described the need for brands to develop a quantifiable value proposition that clearly illustrates how they help customers make money, save money, mitigate risk, or improve customer experience (and then demonstrate financial proof).  I argued that this is critical to initial engagement as we live ...

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