In today’s competitive B2B landscape, the synergy between sales and marketing is no longer optional. It’s a critical driver of growth, credibility, and higher-value opportunities. When these two functions work in harmony, businesses can transform their expertise into tangible demand and accelerate their path to success. However, achieving this alignment is easier said than done. It requires deliberate strategies, clear communication, and shared goals. Let’s explore practical,

The consulting industry is shaking down. Big firms are cutting staff. Smaller firms are struggling to generate leads. Client budgets are tighter, buying cycles are longer, and procurement is squeezing margins. But the biggest disruption isn’t economic. It’s behavioral. Corporate buyers no longer discover or vet consulting firms the same way they did even two years ago. That shift has created a rare opening for small and mid-sized consultancies to break through. The firms that

For most B2B firms, the sales pipeline resembles a funnel. However, in reality, it’s more like a pinhole. At any given time, only about 5% of your total addressable market is actively shopping for what you sell. The other 95% aren’t looking, aren’t ready, or haven’t recognized that they have a problem or opportunity worth addressing. This 5% figure isn’t a marketing myth. It’s confirmed by the LinkedIn B2B Institute and other research. It explains why many B2B firms, even th

The Greyfriars Bobby Statue in Edinburgh, Scotland When you ask ChatGPT, Perplexity, or Google’s AI Overviews a business question, what...

Your Company's Reputation is now Algorithmic Executive Summary In 2010, a financial services firm with an 80-year history and offices in...