Resources

Integrated Marketing Articles

• Integrated Marketing

  • Worth Talking About: Assessing Operational Focus & Alignment by Mike Gospe (2012) HTML | PDF
  • The 3 Dimensions of an Enterprise “Voice of the Customer” Model by Mike Gospe (2012) HTML | PDF
  • Link Your Value Proposition to the Customer Value Chain by Janet Gregory (2011) HTML | PDF
  • Netflix in Crisis by Mike Gospe (2011) HTML  |  PDF
  • Why Customers Defect by Mary Sullivan (2010) HTML  |  PDF
  • What’s Impacting Your Marketing Success? by Mike Gospe (2010) HTML | PDF
  • Start Your Annual Tactical Marketing Planning Now by Mike Gospe (2010) HTML | PDF

• Marketing Operations

  • 10 Years with KickStart Alliance by Mary Sullivan (2012) HTML | PDF
  • Whose Job Is It to Handle Objections? by Mary Sullivan (2012) HTML | PDF
  • What separates the best B2B marketers from all the rest? by Mike Gospe (2011) HTML | PDF
  • A Lesson for Marketers about Sales Guides by Mike Gospe (2011) HTML | PDF
  • Marketing - Helping Sales Sell by Mary Sullivan (2011) HTML | PDF
  • Marketing’s Role as Sales Enabler by Mary Sullivan (2010) HTML | PDF
  • Selecting a Marketing Automation Vendor by Mary Gospe (2010) HTML | PDF
  • The B2B Marketers’ Irony by Mike Gospe (2011) HTML | PDF
  • What’s Impacting Your Marketing Success? by Mike Gospe (2010) HTML | PDF

• Marketing Campaigns

  • Are You Webinar Ready? by Mary Sullivan(2012) HTML | PDF
  • QR Codes - The Next Wave for B2B Marketers? by Mary Gospe (2012) HTML | PDF
  • The Role of The Campaign Manager: Five key skills that drive successful marketing campaigns HTML | PDF
  • B2B Marketing Using Gamification? Really? by Mary Sullivan(2012) HTML | PDF
  • Don’t Forget to Talk to Customers by Mike Gospe (2011) HTML | PDF
  • B2B Email Response Rates and Best Practices by Mary Gospe (2011) HTML | PDF
  • Google+ - Should Marketers Pay Attention? by Mary Gospe (2011) HTML | PDF
  • Inbound Marketing: Just Another Marketing Buzz Phrase? by Mary Sullivan (2010) HTML | PDF
  • In the Marketing Trenches with Whole Foods by Mike Gospe (2010) HTML | PDF

• Personas, Positioning & Messaging

  • 3 Steps to Improving Your Positioning & Messaging by Mike Gospe (2011) HTML | PDF
  • Introducing the “Message Box” by Mike Gospe (2011) HTML | PDF
  • What Is a Positioning Statement? by Mike Gospe (2011) HTML | PDF
  • Shortening the Sales Cycle with Persona-Driven Marketing by Mike Gospe (2010) HTML | PDF
  • Make Your Customer Communications 30 to 50% More Influential in 5 Easy Steps by Michael Cannon (2013) PDF

Sales Optimization Articles

• Sales Planning

  • Maximizing your Sales Opportunities in Global Accounts and Creating Value for your Customer by Janice Hulse (2012) HTML | PDF
  • Sales Plan Shock by Janet Gregory (2011) HTML | PDF
  • Sales Planning by Janet Gregory (2011) HTML | PDF
  • Sales Planning for Opportunities AND Threats by Janet Gregory (2012) HTML | PDF

• Sales Enablement, Training & Kickoffs

  • The 6 Vital Signs for Sales Kickoff Success by Janet Gregory (2012) HTML | PDF
  • 5 Strategies for Staying Relevant by Janet Gregory (2012) HTML | PDF
  • Land That Big Deal by Janet Gregory (2012) HTML | PDF
  • BBC’s Counter-Intuitive Selling by Janet Gregory (2012) HTML | PDF
  • “Slow Down, Sell Faster!” - a book review by Mary Gospe (2011) HTML | PDF

• Sales Operations

  • Exploding Sales Competency Myths by Janet Gregory (2012) HTML | PDF
  • Taking Sales Operations to the Next Level by Mary Gospe (2011) HTML | PDF
  • 4 Ways to Simplify Sales by Janet Gregory (2011) HTML | PDF
  • Shorten That Sales Cycle - Parts 1 & 2 by Janet Gregory (2010) HTML | PDF
  • Shorten That Sales Cycle - Parts 3 & 4 by Janet Gregory (2010) HTML | PDF

• Field, Inside and Tele-Sales

  • 7 Steps to B2B Inside Sales Success - Part 1: Planning by Mary Gospe (2010) HTML | PDF
  • 7 Steps to B2B Inside Sales Success - Part 2: Implementation by Mary Gospe (2010) HTML | PDF

• Sales Tools & Playbooks

  • Sales Playbooks Help Shorten the Sales Cycle by Mary Sullivan (2010) HTML | PDF
  • Sales Methodology, Sales Process, Sales Guide or Sales Playbook? by Janet Gregory (2010) HTML | PDF
  • The Right Tool at the Right Time by Mary Sullivan (2010) HTML | PDF

Organizational Strategies Articles

Advisory Board Articles

• Customer Advisory Boards

  • Is your business ready for a Customer Advisory Board? by Mike Gospe (2012) HTML | PDF
  • Anatomy of a Successful Customer Advisory Board Program by Mike Gospe (2010) HTML | PDF

• Meeting Facilitation

  • What Makes a Good Facilitator by Mike Gospe (2012) HTML | PDF
  • 5 Tips for a Successful Leadership Offsite by Mike Gospe (2012) HTML | PDF
  • Interactive Meetings = Exponential Results by Janet Gregory (2010) HTML | PDF