Peter Winick

JUNE 19, 2023

And if you’re driving thought leadership strategy, it’s something that you absolutely have to take into account and validate, but also let people know that, look what we are selling, whatever it might be, especially on the professional services slash consulting side of the world or in the corporate training space that I’m in now.

Engineering 246

Engineering Sales Sales Marketing 246

Peter Winick

OCTOBER 24, 2022

Michelle is the Founder and B2B LinkedIn Strategist at The Good Trading Co., Michelle spent a career in B2B sales, and now she’s the founder and B2B LinkedIn strategist at the Good Trading Company. So, then all of a sudden, the B2B buyer, they had so much information at their disposal and then I watched my role changed.

B2B 145

B2B Sales Sales Marketing 145

Chief Executive

DECEMBER 1, 2022

Ten or 20 or 40 strategic accounts drive 80 percent of revenues for most organizations,” says Dave Irwin, president of Polaris I/O, a B2B customer-retention software platform. In the B2B world, suppliers often enjoy “champions” inside companies. Then respond to those signals. “If Work with champions.

Retention 98

Retention Travel Digital Transformation Software 98

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B 15

B2B Sales Sales Sales Funnel 15

Harvard Business Review

JANUARY 6, 2016

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. When a buyer wants to learn about virtually any product or service, an internet search yields thousands (if not millions) of results, including online articles, videos, white papers, blogs, and social media posts.

B2B 12

B2B Sales Sales Media 12

Harvard Business Review

JULY 30, 2013

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. The best sales VPs of telesales operations are more like accountants than charismatic salespeople. I''ll discuss each one below.

Marketing 8

Marketing Sales Sales SaaS 8