The race to keep a company’s brand intact and consistently relevant is no small feat – particularly in today’s retail environment of rapid and tectonic changes. Long-cherished assumptions in retail are under unrelenting attack. Retailers must face daunting challenges head-on, or risk becoming irrelevant. Today’s shoppers carry the store with them wherever they go. They …

Just for a moment, think about the last big purchase you made.  Was it a car?  A house?  That boat you had been dreaming about?  Or possibly something as simple as a purse? At first glance, it may seem that our purchasing decisions have much more to do with the careful analysis of needs than …

Persuading the CEO, CFO, and sometimes even the CMO, to invest in their brands can be a tough ask – and winning over sales teams full of sceptics isn’t far behind. Sound familiar? The world of sales is shaped by demands for short-term, tangible and financial results. Hit short-term sales targets and financial rewards are …

In today’s crowded markets with buyers who will engage only on their terms, in their context, and on their timeline, B2B marketers must find a way to break through a cacophony of noise and clutter. Many of us barely rise above the noise because we fail to matter beyond our features and benefits. We fail …

“Yes” is such a beautiful word – and it can be an unexpectedly limiting one, too. Short, sweet and positive, it typically signals agreement and, in a business setting, a sale. But too much emphasis on learning why B2B customers say “Yes,” (that is, only telling you their priorities for a positive purchase decision), may …

Content Is Not Enough. Because the B2B “buyer’s journey” has evolved dramatically, due to the proliferation of information on the Internet, savvy marketers have focused on providing “content” to match the needs of buyers at each stage of their journey. Content Marketing, as it has become known, is the marketer’s response to this new reality …

You’re struggling with sales.  It’s ok to admit it… you’re not alone.  Scaling sales is the number one challenge most businesses face, and the least discussed.  Whether you face challenges driving lead generation, responding to incoming leads, staffing a sales team, or determining sales compensation, sales likely takes up a lot of your head space. …

Every company strives to build greater engagement and loyalty with customers, because customer lifetime value drives revenue and profitability.  Ideally, our customers are committed to our brand, and no longer consider substitutes. We are seeing more and more consumers establishing these “forever transactions” with their favorite companies, agreeing to subscription payments and sharing of personal …

Social selling… or as I like to refer to it “relationship building” has become a necessary tool for sales professionals, but to do it right is a bit of an art form.  Never before has there been a time where your prospects have had such access to information.  Information that will shape their perception of …

It’s ‘Open Mic’ night! In this session, our seven expert voices are sharing their insights on ‘Social Selling’, covering: the agile mindset, moving from selling to helping – human to human, common mistakes, building relationships, the customer lifecycle and more, all right here… – – – – – Jon Ferrara @Jon_Ferrara CEO | Nimble, Founder | …