Tag: Networking
We Want Relationships, Not Connections
Entire industries have formed to facilitate networking. Industry associations, boards of trade, chambers of commerce, and a host of business networking groups all have a clear mandate to bring people together and support networking. But who has the time for all these events anymore? The era of networking events has passed. Sure there are still … Continued
Stop Shouting! Listen. Build Your Brand Listening
I don’t know what it is, but for some reason when marketers turn to social media they feel compelled to shout. They just start pitching with promotions, calls to action, value proposition, events and retweeting their content. Pitch, pitch, pitch. It’s plain annoying. But this is the reality of the situation. Businesses look at social … Continued
Relationships Trump Google
Search is one of the most immersive Internet tools in our lives. Have a question, Google it. It’s what we do. The impact of Google hit home for me this week as I evaluated a series of student presentations at Ryerson University. During one of the talks the speaker asked the class, “How much money … Continued
Hunters and Farmers: A Failed Sales Model
Splitting a sales force into hunters and farmers is a popular model. The hunters are responsible for new business development, while the farmers work on managing and growing the existing account base. The concept brings a Taylorist view to sales force design, and one I advocated for six years ago. In January 2006 I wrote, … Continued
93% of B2B Purchases Start With Search
According to Marketo, “93% of B2B buyers begin their buying process using Internet search.” That’s an astonishing statistic. Especially when you consider Google was only launched in 2000. Buyer behavior has changed. In the 80’s and 90’s, B2B buyers started their purchasing process with their networks. They spoke with friends and colleagues, and asked for … Continued