Sixty Days of Solid Success

Visible Impact’s new Managing Director, Rebecca Thorburn, reflects on change, challenges, and how to avoid being burned at the stake as a “technology witch."

What’s Wrong with Today’s Sales Content and Conversations?

  In the classic film “Glengarry Glen Ross,” an anxious salesman played by Jack Lemon defends his dismal performance by claiming “the leads are weak.”

Want Predictable Growth? Invest in Front Office Fusion

This article is adapted from the book Next Era Selling: 5 Strategies to Make Your Business Unstoppable (Now + Next, 2016) by Britton Manasco and Anneke Seley. 

Messaging on a Wide Sargasso Sea

In the Age of Discovery, daring navigators led expeditions to the New World, opened up new trade routes with Asia, and even circumnavigated the globe. But wild stories could still spread fear and ...

Targeting and Enabling Your Decision Advocate

It's often suggested that what you want to do is identify all the personas of all your potential buyers and create messaging that addresses their individual needs. But the reality is that your ...

Essentialism at SXSW

by Britton Manasco | Mar 12, 2014 | B2B Marketing

You're challenged to focus. But you're distracted.

Why Unify B2B Marketing? Poe Knows

by Britton Manasco | Oct 26, 2009 | B2B Marketing

One interesting thing about marketing is its capacity for wide pendulum swings. Sometimes, it's the right-brain creatives, those who help us re-imagine the world, who hold the power. Other times, ...

How Will B2B Marketers Fare in the Economic Downturn?

by Britton Manasco | Oct 30, 2008 | B2B Marketing

Stefan Tornquist is convinced that B2B marketers will experience their share of challenges as the credit crisis works its way through the economy and marketing budgets are cut. But he thinks it may ...

The Top 5 Issues Facing B2B Marketers

by Britton Manasco | Nov 04, 2007 | B2B Marketing

What are the key issues facing B2B marketers? According to MarketingSherpa's Sean Donahue (who spoke last week at the Demand Generation Summit in San Francisco), the top 5 issues are as follows:

Valuing Value

by Britton Manasco | Nov 01, 2007 | B2B Marketing

If you want to be an innovative B2B marketer, you should take a close look at companies in the most commoditized B2B industries. The prospect of a hanging, as they say, can concentrate the mind. ...