Big Thinkers, Wine, Lithium and the Perils of Social Change

The catalyst was a book launch of Lithium's chief scientist Dr. Michael Wu.   The location was the Prospect Restaurant in San Francisco's trendy south of Market.  Invited was a veritable 'whos who' of social media bloggers and big thinkers. Walking to dinner after flying in from Austin, TX and being up since 2am, I thought this could be a great experience or one very long night if the room was full of people talking about social marketing tactics. I was hoping for the former as I wanted to share my experiences around the Buyers' Journey with others.  

Necessity is the Mother of Invention

The Buyers' Journey methodology we developed and help companies implement was born from my days as a serial CMO.   There just had to be a better way to drive Marketing ROI and pipeline.  The principles of customer centric marketing, integrated marketing and so on do little to dramatically 'move the needle' on understanding how B2B buyers purchase in the social era. These marketing principles are much like sales training, another artifact of yesteryear.  Do more of what 'appears' to work without really understanding the 'whys' and 'hows'.  The Buyers' Journey came out of trying to understand, from the prospects' and customers' perspective, how their approach to buying a piece of software, equipment or technology service had changed and why.  

Speaking about Buyers Journey at NAWBO Silicon Valley

Come join me on November 15th for dinner and a talk at 6pm to the NAWBO Expo about the Buyers Journey. Location is at the Biltmore Hotel & Suites, 2151 Laurelwood Road, Santa Clara, CA 95054. Growth in this economic rebound has a different set of rules: Markets are transparent, buying is social, products and services must be sticky, buyers place more importance on the lifetime experience than on the purchase, and they expect to realize value long before they purchase your solution. To grow in this new economy demands that companies adjust not only how they market and sell but drive faster revenue cycles.  

Join me for a Free Webinar on Alignment

BrightTalk has invited me to shared best practices, real life case examples and a road map for how to align Sales and Marketing.  This free webinar will be held on October 19th at 10:00am pacific time.  From the prospect to up-sell stages, organizations have a great opportunity to accelerate their revenue cycles by enabling marketing and sales to function as a unified team.  Aligned Sales and Marketing teams are more efficient, close more sales and have happier customers. Attend this webinar to find out the seven steps you can take to accomplish this, complete with supporting case studies.   

Tipping Business (and our Economy) toward Growth

Tipping Point The market’s response to the S&P downgrade of American debt was panic.  The ‘Great American Downgrade’ is what I’m hearing it being referred to.  While the pundits argue over whether it was a ‘crash’ or a ‘correction’, the Senate, ironically, debates opening an investigation into S&P’s “irresponsible” act.  The looming question of whether this will trigger a double dip recession depends on how we look at the future. A glass can be either half full or half empty; it all depends on your perspective.  In the frenetic world of 7x24 news, social media, always-connected jobs and maxi-multi-tasking lives we often lose perspective.   It is as if we’re racing through a forest as fast as we can, seeing only the blur of the trees and believing we’re on the right trail.