You can connect with Dan and learn more about his work via the following resources: Dan Waldschmidt Website: www.danwaldschmidt.com. Waldschmidt Partners Website: www.waldschmidtpartners.com. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Dan's privately-owned firm specializes in executive strategy and business strategy. They've helped companies worldwide change the conversation and dominate their industry. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Processes. MORE >>

For low value, transactional sales, you should at least have a chat window on your website. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." MORE >>

By the way, you can blame the IMDb website for the “alpha dog motivational salesperson” tag. 'This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Alec Baldwin has got a lot to answer for. Seuss'' The Cat in the Hat”. MORE >>

Website Persona: Someone (other than buyer or user) given the task of researching products and services. Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together. What do you do when you leave that bank? OK, this a consumer example. Building a great B2B brand. MORE >>

His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales. For me, risk management has always been about assessing business exposure and taking proactive steps to improve a situation rather than remaining reactive when there is downside potential. MORE >>