Guidance for All Stages of Business Development

A lack of B2B Marketing and Sales alignment....or sabotage?

Ed Marsh on Jun 23, 2015

b2b marketing b2b sales strategy

Simple Sabotage Field Manual In January 1944 the recently created Office of Strategic Services (OSS, a predecessor of the CIA) issued it's Simple Sabotage Field Manual.  (Declassified in 2008, a full version is available online here.) The manual codified a doctrine of support for local saboteurs supporting Allied war efforts, and developed tactics ...
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Why Global Sales Efforts Falter (or how to really grow export sales)

Ed Marsh on Jun 10, 2015

export global sales strategy

Easier to admire than to imitate "The trouble is, these global role models are much easier to admire than to imitate" Christian Stadler, HBR June '15, Global Growth, Paltry Returns The metrics make one pause.  Financial analysis of 20 years of financial results from 20,000 companies in 30 countries tell an alarming tale.  Only 1% of the firms had a...
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The international business lesson of Sec'y of State Kerry's bike crash

Ed Marsh on May 31, 2015

international risk management international business development global sales

Fractured right femur I sympathize with Secretary Kerry - I fractured my right femur many years ago.  It's a painful and awkward injury - not least because the requirement to stabilize joints on either side of the break (in other words above hips and below knee) makes for a serious cast! According to the WSJ article and other news sources Sec'y Ker...
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The Finance of Digital Marketing & How it Bends Corporate Strategy

Ed Marsh on May 28, 2015

digital marketing strategy

What if budgets are the problem rather than the solution? That doesn't necessarily mean that the CFO is wrong.  Nor does it mean that the CTO/CDO/CIO/CMO/CRO or any of the other rapidly expanding universe of CXOs are wrong. But the approach to budgeting and resource allocation is wrong. Tradition, silos, budgeting approaches based on adjustments to...
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Anti-Bribery & Corruption - Managing the risk in global sales

Ed Marsh on May 11, 2015

corporate strategy Culture export export consultant FCPA compliance

Anti-Bribery & Corruption Risk Mitigation SMBs doing business globally face some hurdles which are less common in domestic business.  One which seems to either raise inordinate concern....or be largely overlooked is the risk of corruption.
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Stop delegating! B2B Revenue Growth is the CEOs job

Ed Marsh on May 4, 2015

corporate strategy business growth b2b marketing b2b sales

This post originally appeared on 28 April on the Axial Forum.  The CEO has always been ultimately responsible for the numbers.  But delegating the process and execution was common.  Today, however, the process must be fundamentally changed.  This change will include realigning resource allocation between departments and seizing strategic opportunit...
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Do you export to Nigeria? Should you? The good, bad & ugly

Ed Marsh on May 1, 2015

export global sales emerging markets

Nigeria? Is Nigeria at the top of your export targets list?  Should it be?  What do you know about the risks and opportunities?  If you simply follow the news, you probably have an exaggerated sense of the former, and little insight into the latter! What's the first thing that comes to mind when you think of Nigeria?
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Overflowing tea cups & B2B sales growth

Ed Marsh on Apr 27, 2015

corporate strategy business growth b2b sales

A classic zen parable Nan-in, a Japanese master during the Meiji era (1868-1912), received a university professor who came to inquire about Zen. Nan-in served tea. He poured his visitor's cup full, and then kept on pouring. The professor watched the overflow until he no longer could restrain himself. "It is overfull. No more will go in!" "Like this...
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B2B Marketing, 'disintermediation', being a 'jerk' & social selling

Ed Marsh on Apr 20, 2015

Sales & Marketing b2b marketing b2b sales

Today's post is built on a collection of recent articles I've come across that seem to fit together. "Nothing happens until somebody sells something" Remember that common quote from a decade or two ago?  It was appropriate at the time.  When companies were obsessing over internal procedures, B2B marketing was collecting business & bingo cards, and ...
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Export profits, IC-DISC and your buzzkill accountant

Ed Marsh on Apr 17, 2015

export export consultant strategy

What you don't know you don't know Loyalty is great.  It's rare and meaningful - and therefore it's valuable.  But sometimes it's a liability - particularly in your professional advisor relationships as your company grows and evolves.  After all, these are 'experts' who you have engaged precisely for the knowledge and expertise they have in special...
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