The Marketing Advisory Network

The Marketing Advisory Network | May 13, 2020

The global pandemic has changed your buyer’s decision processes no matter what you sell. In some cases, your product has become more critical and sales have increased these past few weeks. In most cases, your sales processes have been disrupted and new prospect closes have slowed. It’s not enough to know there has been disruption. We need to understand how buying has changed for your product, in your target markets, around the personas who use, fund, and champion your solution. One a...

The Marketing Advisory Network | June 02, 2020

Last week I had a call with a former colleague who is a sales enablement genius. We were talking about changes in both marketing and sales. It occurred to me that the change has been dramatic over the course of my career and so we talked about why. I just love those conversations where something suddenly becomes clear; so, let me share. It started with the shift that’s occurred with how B2B buyers buy… more and more (and I know you’ve heard the stats) these buyers do prelimina...

The Marketing Advisory Network | July 13, 2020

When it comes to deciding which vendor to partner with, the fastest and generally easiest final step of the purchase process is to see what others have to say about the product or service being considered. Reviews, both good and bad, help shape the opinion of a product with a special sense of trust that is hard to gather from an internal perspective alone. Buyers aren’t hiding the fact that they want reviewer input. In fact, a B2B Buyer’s Survey by Demand Gen Report states that 84% o...

LinkedIn | January 16, 2020

LinkedIn pages are gaining three new features designed to facilitate more community engagement and form stronger relationships with followers. According to LinkedIn, there are now more than 50 million organizations around the world utilizing pages to connect with customers, prospects, and employees. To assist these organizations, LinkedIn rolls out regular updates every quarter. With this quarter’s update, new features include invite to follow, LinkedIn Live integration, and new posting op...