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B2B Sales Enablement & The Customer Journey: Separating Winners from Losers
by Mike Connor, Principal, Spice Catalyst The customer journey provides a powerful customer-focused framework for defining not only customer needs but also sales enablement requirements. The world of business-to-business marketing has put a tremendous emphasis on...
New video: What is a positioning statement?
Since the term "positioning statement" has been consistently one of the most often searched term on my blogs, I've posted a short video on how to build a positioning statement. This material is taken directly from my book, The Marketing High Ground where you'll find...
Personas, positioning & messaging – a highly effective 1/2 day workshop
Want to rally your marketing team? Marketing is a team sport, not a solo activity. This half-day workshop, which you can run yourself, will help align the team and unleash untapped sources of creativity and positive energy. Here's how it works. The premise People are...
Social Media & the CEO
What percentage of senior executives engage in social media? This new infographic created by MBAOnline provides some interesting data and thought-provoking questions. Here's one of the interesting insights that caught my eye: Consumers respond to social CEOs:...
Creating An Insanely Great 2013 Customer Journey
by Mike Connor, Principal Spice Catalyst Revenue, business outcomes and marketing ROI are at stake 2013 is the year in which leaders pull together marketing methodology, automation and analytics. It’s also the year in which the customer journey will emerge as the...
Marketing templates & tools to energize your team
Summer is approaching, and it's the perfect time for a quick assessment of your marketing plans. How well are your marketing campaigns performing? How effective are your processes for driving a go-to-market strategy and plan? I recently asked my readers to share which...
How to build a positioning statement (new video!)
Since the term "positioning statement" has been consistently one of the most often searched term on this blog, I've posted a short video on how to build a positioning statement. This material is taken directly from my book, The Marketing High Ground where you'll find...
WEEK 4: Emerging Country of Senegal
Week 4 was spent in Dakar, Senegal at the western most point of the continent of Africa. This week combined business and pleasure. Business included meetings with Institut Pan Africain de Strategies (IPS) and on the fun side was spending time with my husband who is...
Week 3: Innovation in Malaysia
Week 3 was spent in Malaysia. The World Economic Forum considers Malaysia a ”developing” country and the signs of progress are everywhere. This week in Malaysia was all business. I met up with 2 other colleagues from SRI International and we had a full week of...
Week 2: Customers First in Singapore
Week 2 was spent in Singapore working with a large global networking company delivering workshops on Customer-Centric Selling. This highly successful networking company realized that their sales teams were focused on “pushing” products and fulfilling customer needs....