The faster the sales process, the faster the revenue growth. Unfortunately, as we learned in science class, of friction slows acceleration or can stop it altogether. Whether that’s adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. This isn’t just a sales problem,…
Whether you are a small startup with a simple ecommerce system or a global retailer with a complex sales process, clear dashboarding and insightful reporting are key for teams to work effectively. However, reports often take significant time and effort to create, only for the data to be questioned or ignored. Maintaining these reports also…
As we begin 2025, I’ve been reflecting on my own journey with AI anxiety. I’ve been waking up at 5 a.m. for months, eagerly trying to catch up on all the AI news by reading newsletters and testing the latest marketing tools. Even so, I feel. like I’m falling behind. My students, colleagues and friends…
Who, what, when, why and how? Journalism students learn to answer these questions to ensure the most important information is conveyed first in an article. Depending on their backgrounds, marketers may not be familiar with this structure. Even as someone who studied journalism, I’m guilty of forgetting my roots. We all get busy trying to…
As 2024 comes to a close, it’s impossible to ignore the central theme that has shaped marketing and technology this year: artificial intelligence. From breathtaking advancements in generative models to bold proclamations about the “agentic era,” the year has been dominated by promises of transformation. And yet, for all the excitement, there’s a significant gap…
With budgets for 2025 set, marketing leaders face a familiar challenge: limited resources and growing skills gaps. With the intense competition for specialized talent, the solution may be in embracing a training culture. This will close critical skills gaps and drive long-term success. Why talent gaps are a major threat to marketing success Ed Gordon,…
2025-26 will be the years when what you don’t know will really, really hurt you. That’s a generally true statement, but it’s especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. The facts are that very few C-suites understand why they spend so much money on…
As marketers, we’ve put a lot of work into fooling ourselves. We think we know what we’re doing. But it’s all a lie. Think about it — our so-called “expertise” is built on a foundation of assumptions (sprinkled with data) as shaky as a house of cards on a diving board. We spend millions creating…
The level of your AI adoption may have something to do with your salary and role, and maybe the size of your company. Two recent studies point to gaps in AI adoption existing within organizations, based on role and the size of the organization. Role gap. More marketing executives say they’re adopting AI tools than…
What if all teams were truly working toward the same goal? Often, it feels like everyone is on separate paths, not fully aligned to reach the same destination. For example, the social media team focuses on engagement. The email team aims for high click-through rates. The website team works to improve site performance. However, none…