Inspiration from PFL

Marketing to marketers is the toughest job, but occasionally I see things that really make me step back and think wow.  Several people in my office recently received an assortment of account-based marketing (ABM) materials from PFL, a direct mail company out of Montana.  I loved the campaign's creativity so much I just had to... Continue Reading →

Learning Through Teaching

Last week my company hosted 40 partners from 4 countries at our headquarters for a 2-day sales and marketing workshop.  Over two days, I spent 6 hours on stage teaching and who knows how much time answering one-off questions, white boarding concepts and challenging people's assumptions off-stage. I'll be honest - I was terrified going... Continue Reading →

Channel Marketing: Partners & Agents

Understanding how your company sells is just as important as understanding how your market buys.  I’ve met so many marketers who understand what’s inside their target market’s head during the buying process, but struggle when translating that into a strategy designed for a specific sales channel.  Today I’m going to focus on Partners & Agents.  ... Continue Reading →

How to Write an Elevator Pitch

What is an elevator pitch anyway? An "elevator pitch" describes your company and what you do in about the time you have to talk to someone on an elevator - 30 seconds to 2 minutes max.  Elevator pitches are critical for conveying very simply who you are as a company to someone who has never... Continue Reading →

3 Metrics Every B2B Marketer Should Know

"When you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot measure it, when you cannot express it in numbers, your knowledge is of a meager and unsatisfactory kind: it may be the beginning of knowledge, but you have scarcely, in your thoughts,... Continue Reading →

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