If you're sending marketing emails, you need permission. But not all permission is created equal — and not all of it is legal anymore.

Following the wrong approach can do more than hurt your deliverability. It can cost you big fines, damage your brand's reputation, and erode trust with your audienc...

Hey, there’s a new gatekeeper in the B2B buying process. It’s AI.

AI isn’t just informing the buying process. It’s guiding it. Are AI-assisted buyers finding your content?

Buyers today aren't just casually using AI. They're increasingly delegating their research to it. 

A Real-World AI-Assisted B...

The Invisible Shortlist: Why Most Vendors Never Get a Shot

In B2B sales, many vendors still operate under the outdated assumption that they can jump into the buying process AFTER prospect signals intent. But in today’s digital-first world, that thinking is obsolete. By the time a buyer reaches out ...

In 1913, Henry Ford revolutionized manufacturing with the assembly line, transforming automobile production from a slow, handcrafted endeavor into a relentless, mechanized force. It was efficient. It was scalable. It was genius.

And somewhere along the way, salespeople thought: What if we did that…...

In 2025 and Beyond, Outdated Sales Tactics Are Your Biggest Liability

Tech buyers aren’t making decisions the way they used to — and they certainly don’t make them the way most sales teams expect. If you’re failing to publish thought leadership, waiting for buyer intent signals before engaging, foc...

Studies show that 74% of B2B technology deals go to the seller who brings the most buyer insight and helps form the buying vision. You can only achieve this with in-depth buyer research.

Buying ERP is a Complex Process

The process for buying an ERP platform is complex. Buyers need to know ...

A few years ago, I did a loss analysis for a customer-onboarding software vendor. The sales team for this vendor were convinced (all the way up to the global head of sales) that the buyer for their product was the head of the onboarding team – essentially the product users and their direct boss. So ...

Marketers can't always get access to enough customers for buyer persona research. But all is not lost. Here are three other interview sources that give even better insights to help you flesh out your buyer personas.

Recently, one of our subscribers mentioned that he has difficulty getting...

Many of our clients are experiencing longer and longer sales cycles, and the longer the sales cycle, the more financially painful losing becomes.

At the same time, the propensity for “No Decision” losses is increasing. Let’s talk about how these trends affect your sales process and what you can do ...