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B2B Sales Require Getting on the Buyer Short List

It's now become clear that there has been a dramatic shift in the alignment between B2B buying cycles and B2B sales cycles.  Lori Wizdo (Forrester) blogged at the end of 2012 that B2B buyers are 65%-90% complete with their buying cycle before contacting a brand's sales channel. Earlier this week, I spent an hour on the phone with Peter Burris (VP - Forrester ...

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Small Business: Now is Your Time to Roar!

Polarity is a member of The Permission Network -- a cooperative of companies who believe in building customer relationships instead of interrupting/irritating people to the point of buying whatever you're selling. One of the dilemma's we've been discussing is where small businesses can turn for thought leadership and experienced marketing execution -- in effect, ...

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