Entries by John Stone

How to Write a Blog Post Quickly

We are launching an exciting new content campaign introducing our new Closed Loop Marketing Architecture (CLMA) in the next few weeks. This new content is central to our core mission – to deliver closed loop marketing solutions for complex sales. Companies with complex sales, including financial services, investment management and B2B are looking for ways to align marketing and sales and drive top-line growth. CLMA helps them achieve this.

B2B vs B2C: 7 Attributes of Effective B2B Marketing and Sales

Typically B2B sales are complex and considered. Evaluation and decision making follows multiple stages of learning and evaluation. B2B sales cycles are longer and purchases typically have higher dollar volumes and higher risk. B2B is often characterized by team selling to committee buying. Decisions involve various stakeholders and influencers including economic buyers, solution users, procurement specialists, domain experts, etc. B2B buyers self sell. Sales teams are no longer the single source of product information and benefits. Education has shifted to the web where buyers search products and ‘self-sell’. The buying and selling process is fundamentally different in B2B and marketing and sales must work well together around the customer buying process.