- Don’t wing it when it comes to building your personal brand — originating authentic and memorable messaging that resonates with your internal audience requires a structured methodology
- How you think you are perceived by colleagues and how you are actually perceived may not be in alignment — never assume people know what you stand for
- Most opportunities for promotion and growth stem from organizational shifts and confidential decisions — don’t leave those organic job opportunities to chance!
- Do you struggle with being able to confidently predict where the demand for your offerings is going to come from?
- Is your sales and marketing organization on the same page regarding what good looks like when defining the characteristics of a workable and viable lead?
- Are you able to see in real time when there is a blockage or fissure in your opportunity pipeline and respond to lead conversion breakdowns quickly and effectively?
- Digital transformation is the buzziest buzz word in the B2B; the problem is that it means fundamentally different things to different people
- SiriusDecisions defines digital transformation as the application of technology for business change
- SiriusDecisions provides a definitional framework for B2B marketers to organize their own campaign, programs and messaging to buyers of digital transformation solutions
- Digital transformation is the buzziest buzzword in B2B; the problem is that it means fundamentally different things to different organizations
- If organizations don’t take the right approach, their digital transformation investments will be wasted
- To guide our clients to a successful digital transformation, we are debuting the SiriusDecisions Transformation Model at Summit 2018
- Find out more about a key trend SiriusDecisions is observing in B2B organizations
- Understand the challenges facing organizations trying to take an audience-based approach
- Learn why organizations are moving from product-centricity to audience-centricity
- Best-in-class product marketers share five common traits
- Modern product marketers must design audience-centric go-to-market strategies
- Create messaging that resonates, and drive alignment across product, marketing and sales
- Our recent B2B buying study shows that there is not one buyer’s journey
- There are three common, distinct scenarios of buying behavior that we isolated
- Determine which buying scenario an offering is associated with to align go-to-market strategies to how B2B buyers buy
- The SiriusDecisions 2015 B2B Buying Study analyzed the buying behaviors of more than 1,000 B2B executives
- Our research highlighted that sales rep interaction with buyers occurs across three types of buying scenarios
- The new way to think about B2B buying is that human interactions still occur and matter, and furthermore facilitate a buying process
- At SiriusDecisions, we get the following question all the time: “How should we brand our products or solutions”
- Names for B2B products, services and solutions should be based on a master brand strategy
- If your product name does not work to strengthen the company brand, something is wrong with the naming approach
Today, I listen to conversations about the merits and future of social media and networking for B2B. I sit across the table from B2B executives who don’t believe that social is impacting or will impact their buyers’ behavior. The most common myth repeated over and over again to me is: C-level decisionmakers don’t have time or are just too important to use social media.
As an analyst on the product marketing and management (PMM) team at SiriusDecisions, I listen every day, and sometimes multiple times a day, to the suffering of B2B professionals due to the lack of alignment in B2B organizations. It’s saddening to witness bright, successful, driven people – who all just want to see their company grow and be prosperous – downtrodden by imbalances in workflow processes or conflicts resulting from accountability tension between product, marketing and sales.
At the final stage, C-level executives are typically fully engaged and thus can make or break a deal. In our recent C-level buyer persona study, offering several bulleted potential responses from which to choose, we asked C-level executives some questions.