Insights
Annual Planning: Bigger Slice or Better Pie?
Annual planning often feels like a pie-eating contest—every team fighting for more budget while the rules keep changing. The real challenge isn’t grabbing a bigger slice. It’s reshaping the pie: reallocating smarter, proving ROI, and leveraging AI to make every dollar count.
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Customer Data Platforms – The ABCs About CDPs
Every few years it seems like there is a new customer data technology with a slightly different name using very similar acronyms: Marketing Customer [...]
Understanding Economic Cycles Is the Key to Market Share Growth
Your business may have been up 15% last year, but so was everyone else. This fact can be lost as companies focus on supporting [...]
The Evolving Role of Sales in the Modern Industrial Manufacturing Organization
If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been the [...]
What’s In Your Database?
Databases are only as good as their content. Yet, many times the contents of a database can be surprising. For some manufacturers the biggest [...]
3 Ways AI Can Translate Marketing Speak Into a Language Every Exec Understands
I like to use idiomatic expressions with my kids. A few simple words can convey wisdom and provoke thought about important things. Take for [...]
4 Ways Manufacturers Can Meet the Rising Expectations of Private Equity
Given the continued rapid growth pattern of the private equity market (recently reaching a 3-year sum of $608B in capital), it has become even [...]
What Business Are You Really In? Ask Your End Users
As Theodore Levitt pointed out in 1960, railroads stopped growing because they assumed themselves to be in the railroad business rather than in the [...]
Simplify Your Sales Message to Help Prospects Understand the Value of Your Offer
Hypothetically speaking, let’s say you’ve got fifteen minutes to talk to your biggest prospect next week at a conference in Atlanta. You’ve been hawking [...]
The Answer Is Yes. Amazon Will Disrupt Your Industry Too
A looming challenge for your distributors could be a rare chance to gain a competitive advantage for your brand. The Baader-Meinhof phenomenon, or frequency [...]