CMO Essentials


Actionable Insight for Leaders in Marketing, Sales, and Customer Service

CPQ Everywhere: How Direct, Channel, Enterprise, and Middlers Seal the Deal

My newest research includes a simple question for executive respondents: What are the most frequent reasons why your team loses deals? Interestingly, the most popular results were a dead heat between the standard – yes, price – and the unexpected: “Failure to diagnose or control internal politics in our buyer’s organization.”

An Open Letter to B2B CMOs

As customer touchpoints multiply with the never-ending emergence of new delivery channels, B2B organizations are recognizing the critical role of a clear, credible, compelling and consistent brand —and, therefore, the critical role of a capable CMO.

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