If you asked me the most common reason why marketing fails, I’d say two things: 1) not knowing the customer well enough, and 2) failing to deliver on what the customer wants.

A few months ago, we embarked on a mission to better understand how users in central Virginia used the internet.

To do this, we surveyed users throughout central Virginia, then broke down that information by age, gender, and income.

Lack of sales activity, lead generation, is the leading cause of B2B salespeople not meeting their quotas.    This article describes four strategies for developing and executing a sustainable lead generation machine - never suffering from a lack of sales activity. 

The right marketing plan requires knowing your audience deeply. Marketing to younger, less affluent males is different than marketing to affluent, older females.

September of 2008 forever changed the world of B2B selling.  That’s the month the Great Recession began.  The years following forced buyers in the B2B space to change the way they interact with salespeople.  It was a dramatic change.  What happened and how has it changed B2B selling?  

Two of the top recommendations we make in our sales development engagements are 1) don’t waste time on unqualified buyers, and 2) seek to achieve a 100% closing rate on all qualified buyers. 

The failure rate among small business salespeople is alarming.  I’ve heard turnover figures as high as 40%.  Consequently, when small businesses hire salespeople to help them grow revenue, they have about a 50-50 chance of success.  In my book, that’s not so good.