by kickstartall | Jan 22, 2012 | Marketing
B2B companies still talk about the “sales cycle,” but that’s internal thinking. It’s about the company, not about the customer. For a long time now, customers have been in charge of the buying process — researching, finding, and comparing...
by kickstartall | Jul 1, 2011 | Marketing
In my last post I described the demographics and content usage of respondents to our recent survey of KickStart Accelerator (our newsletter) subscribers. This time, I’m reviewing results on the questions we asked our readers in that same survey about their...
by kickstartall | Jun 21, 2011 | Marketing
So much has changed in marketing and sales in the 9 years since we founded KickStart Alliance. Because we wanted to learn how our readers are operating in 2011, in April we sent a survey to our newsletter subscribers rather than publishing our usual monthly...
by kickstartall | Nov 2, 2010 | Marketing
What? Sales helping Marketing? That’s not the way we generally think of the marketing-sales relationship — We expect that marketing’s role is to help sales sell. Well, yes, that is marketing’s primary responsibility, but the relationship...
by kickstartall | Apr 27, 2010 | Marketing
The other day I was interested enough in a demo on a company’s website that I filled out a form to view it. Next day, I received a call from a very personable sales rep offering to answer my questions. Smart! They know that a person who checks out a demo is...
