Many business-to-business (B2B) companies see sales and marketing as the same thing, or as two teams that do the same or similar things. This is a healthy view for making sure...

Women make up over half of the U.S. workforce. But women hold less than one-third of business-to-business (B2B) sales positions. Why is that the case?   

It’s that time of year where we reflect on the accomplishments from the past year and look forward to the new challenges ahead. In the spirit of reflection, we thought we’d sh...

Business-to-business (B2B) selling is hard. It has always been hard. Selling is particularly hard for manufacturers. It won’t be getting any easier. The pandemic has made sell...

In March 2020, businesses around the world were thrown head-first into the digital realm. What followed was a reactive scramble, especially for business-to-business (B2B) comp...

McKinsey recently published a new Sales & Marketing Insights article called Commercial performance cockpit: A new era for data-driven steering.  It’s about how business-to...

Imagine it's 2014 and you're the VP of Sales & Marketing for a company that sells technical and complex products to other businesses. You've walked through the sales area ...

There are companies with great sales teams. And there are companies with great marketing functions. But it's a rare company that has great sales, and great marketing, AND grea...

Coming out of the pandemic, B2B leaders are looking to accelerate their revenue pipelines - from lead generation, to converting opportunities from one stage of the buying proc...

Everybody is dealing with information overload these days. The average person in North America gets 5,000 - 30,000 brand messages a day - from billboards to radio to emails to...