As a profession, Customer Success is getting out of firefighting mode and into a more proactive way of managing our customers. This is the moment we’ve all been waiting for. No longer is our role solely defined by customer saves and heroically preventing churn by over servicing our customers. We... Read More»

At the end of 2014 the report titled Digital Shopper Relevancy, investigating online shopping behavior, was presented. One of the results the report presented was that 44% of the 18.000 respondents believes in the potential of the Internet of Things for shopping experiences. It also showed that 42% feel the... Read More»

Business leaders know that every few years several new buzzwords seem to pop up on the radar of all the major industry leaders, propelling enormous shifts in corporate culture. One of the latest buzzwords has been “open office” plan. The idea of an office without walls has quickly caught on,... Read More»

Among marketers, there's growing popularity in tying content to revenue. While it's reasonable to justify dollars spent on content marketing, a one-size-fits-all approach may add risk to your small business. Customizing your message still makes plenty of sense: Not all content needs to be salesy and designed purely for conversion... Read More»

I started my first software company in 1986 when I was in my early-twenties. The company provided Artificial Intelligence and Expert System software tools and solutions primarily to financial institutions. (This experience has since served me very well in our Smart Sales Transformation endeavors at The TAS Group.) It was... Read More»

You heard me — the B2B sales and marketing funnel is dead, and by now, I think we all know it. However, if this comes as a surprise to you, then hopefully the rest of this post will be very enlightening (and if this isn't a surprise, I’d be interested... Read More»

There is a lot of talk in sales, sales people talking, buyers talking, sales people talking over the buyers. One can easily get the impression that there are a lot of words in sales that count. But the reality is that only one word that counts Execution — everything else... Read More»

Developing your channel strategy and partnerships is not about you. You can’t design a successful ecosystem around the needs of only one party. Instead, you need to embrace a philosophy of asking what you can do for others — for your partners and, ultimately, for the customers you both serve.... Read More»

Content marketing has gone mainstream. In 2014, the Content Marketing Institute and MarketingProfs revealed that 86 percent of B2B companies and 77 percent of B2C companies now produce some form of content marketing. The most successful content marketing programs attract a large audience by offering valuable and relevant information. They... Read More»

Last week I was in Arizona speaking at a conference; during my program I used the phrase, "If it isn’t fun, it isn’t selling!" and the reaction I received was interesting. Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as... Read More»