For most B2B companies, there's no way to predict when a prospect will purchase their product or engage their services. Sales cycle...

The most enduring injustice in the world of B2B marketing is that, very often, a firm with strong brand perceptions will be selected over...

The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. And this...

Over the past 20 years, most of my firm’s new business has been generated by unsolicited pitch letters sent to targeted prospects. These...

For certain industries, such as financial services, that aggregate performance-related data – for example, in annual “league tables”...