Guidance for All Stages of Business Development

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 cup," Nan-in said, "you are full of your own opinions and speculations. How can I show you Zen unless you first empty your cup?" via ashidakim "That's a great idea, in fact, that's what we already do"
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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 buyers were controlled by sales people, it made sense to focus folks on the fact that they needed to concentrate on getting out and selling. But that was before buyers took control.  Today by the time they speak to a rep they have decided what they want...and probably even what they'll pay.  So selling something, today, isn't the crux of the business process but rather the denouement of the buying process.
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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 specialized areas of practice.
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Cast in concrete? 4 Global sales growth lessons from Cemex

Ed Marsh on Apr 15, 2015

export global sales strategy

The Cemex Way Strat&Biz recently published an interesting article on Mexican/Global cement giant Cemex.  It's an interesting read, and some may assume that it's not pertinent to their industry/company size or some other metric that they think uniquely defines them.  But it's a great business study - and embedded in it are four important lessons about global sales growth that apply to any company.
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ExIm Bank debate & your international sales growth - should you care?

Ed Marsh on Apr 6, 2015

export global sales

To reauthorize or not? The Export-Import Bank of the United States (@ExImBankUS) is "the official export credit agency of the United States. Our mission is to ensure that U.S. companies — large and small — have access to the financing they need to turn export opportunities into sales. Ex-Im Bank does not compete with private institutions. We fill gaps in the trade finance market by working with lenders and brokers to ensure that U.S. businesses get what they need to sell abroad and be competitive in international markets."
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Diversification in business growth strategies - power of technology

Ed Marsh on Mar 13, 2015

business growth strategy

This post originally appeared on the Axial Forum on 9 March, 2015.  It explores how data driven inbound marketing can be used to help companies carefully execute diversification as part of their business growth strategies.
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Unconscious bias and B2B revenue growth

Ed Marsh on Mar 12, 2015

business development export b2b marketing

Focus on people Lately there's been a lot of talk about the Implicit Association Test.  Numerous social media posts have encouraged people to take it and compare results.
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Optimizing your B2B inbound marketing for influencer sales

Ed Marsh on Feb 26, 2015

Did you see Bryan Mosely's @bmose14 great post yesterday on influencer sales?  Writing on the HubSpot blog he asked:
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"Colliding Megatrends" and strategic consulting services

Ed Marsh on Feb 25, 2015

corporate strategy digital marketing global sales emerging markets

"In a world buffeted by megatrends, short-term financial results are an inadequate guide to strategy."  strategy& "How to Seize the Opportunities When Megatrends Collide" The recent article by strategy& (formerly Booze) talks explores the complexity of market environments facing today's companies.  It suggests changes in management skills and corporate strategy.  Essentially the article acknowledges the daunting nature of colliding megatrends, but also highlights the opportunity they represent for foresightful management teams.
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One question tells whether your market development strategy will work

Ed Marsh on Feb 19, 2015

corporate strategy Sales & Marketing strategy

You're sitting in an airport trying to manage the usual assortment of crisis.  You finally made it through the security line, inhaled a fast food sandwich and now plan to use your 17 minutes prior to boarding to dispense with as much as possible so that in the next hotel room, tonight, you've got less to do at 11:30pm.
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