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. If a white paper by marketing has never been sent to this customer, you can send it, boosting the relationship,” says David Keane, CEO of software provider Bigtincan.

Retention 98

Retention Travel Digital Transformation Software 98

Peter Winick

NOVEMBER 28, 2022

But I said, you know, I think this is from this year and this is interesting and there are use cases in B2B world. And the more signal that you can put in on that, you know, white papers are high idea, low signal rate in that regard. And who wants to pay millions of dollars for JPEGs of information? Okay, fine.

Scaling 237

Scaling Software Marketing Recruitment 237

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 13

B2B Sales Sales Media 13

Harvard Business Review

SEPTEMBER 25, 2018

He’s an emerging technology influencer based in Sydney who partners with global technology brands like Ericsson, Telstra, and Dimension Data to educate B2B buyers about their solutions, through conducting interviews with company executives, collaborating on customer webinars, and producing live social media broadcasts of corporate events.

B2B 14

B2B Media B2C Education 14

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. I''ll discuss each one below. 1) Enterprise Sales. Generating a high volume of leads for the telephone sales rep is the key to making this model work.

Marketing 9

Marketing Sales Sales SaaS 9

Peter Winick

FEBRUARY 6, 2025

We also discuss the evolution of thought leadership and how creating valuable contentlike white papers and bookscan open doors and establish authority. Thought Leadership Opens Doors Writing books, publishing white papers, and speaking at events can transform expertise into opportunities and business growth. Yeah, right.

Marketing 183

Marketing Advertising B2C B2B 183