Here are some great examples of those who follow this tactic: Marketing Interactions – Ardath Albee. In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants.  We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers).  Even though the information for the buyer is plentiful, we at The Annuitas Group are still constantly being asked to provide insight on what’s actually going on in the market.  Hence, the list. Drywall. MORE >>

Attend the regional user groups, interact with them via social media, and join your field reps on sales calls.  The Honda Corporation recently aired a new commercial touting their new 2013 Honda Accord.  The theme of the commercial is “We Know You”.  Throughout the commercial, the narrator discusses all the things they know about their drivers – you are tired, frustrated, need to work, have relationships, need to let loose, etc. The commercial speaks to us. No matter what our frame of mind, Honda knows us and can relate to us.  Genius! What challenges do they face on a daily basis? MORE >>

In both cases, success in securing IT’s support for integrating platforms, communicating with the audience, enhancing sales interaction, and securing business intelligence came from inviting them to the table and listening. I recently had the opportunity to participate in a roundtable discussion hosted by Focus called “Building the Ultimate Revenue Machine”.  My fellow panelist on the roundtable was David Brock, President of Partners in Excellence. David is one of the top thought leaders in Sales 2.0 strategies. A true statement indeed. Customer Support. Yes, I know, I know.  Finance. MORE >>

You can read blogs like the FunnelHolic , Propelling Brands , Marketing Interactions , etc.  Well here we are.  2011 is history, and we embark on another year.  At the end of 2011, I resisted the temptation to become a prognosticator, figuring that I didn’t want to deal with the ramifications of my predictions potentially not coming true.  Instead, I have chosen to produce a list of resolutions for this New Year.  These resolutions are not mine alone.  They stem from discussions I’ve had with marketers over the past year.  Resolution #1:  Don’t be Self-Centered. They’re right.  MORE >>

If the prediction from Gartner is true, then in less than eight years 85% of the B2B buying process will be done with no human interaction.  I had lunch recently with a VP of Marketing. He was telling me about his organization, the relationship between sales and marketing, and what he knew needed to change to make his company more effective.  I listened to him, thinking that he was hitting on many of the points I would have made if I were in his shoes.  When he concluded his assessment, I asked, “What does your CMO (his boss) think of all of this?”  Be Socially Engaged. Be a Leader. MORE >>