Gordon HoggWhy B2B Buyers Don’t Buy — it has nothing to do with their need, your solution or your relationship.I speak with sales reps and their customers every day about what prevented buyers from investing in solutions that perfectly matched their…Sep 1, 2017Sep 1, 2017
Gordon HoggThe best insights come from the deals you lost.Of course, you talk to your customers. And it should be no surprise that they’re happy to talk to you. They’ve just spent time and money…Apr 6, 2017Apr 6, 2017
Gordon HoggYou have a great message — hidden under a steaming pile of marketing jargon, adjectives and fancy…You see them everywhere; on buses, buildings, websites, social ads and even in the bottom of urinals, trendy technology babble that…Feb 24, 2017Feb 24, 2017
Gordon HoggThe self-directed buyer is independent, self-educated and empowered. And your in trouble!Buyers can research, evaluate and eliminate your company and solution without you even knowing. They can commoditise what you offer with…Feb 2, 2017Feb 2, 2017
Gordon HoggStop throwing sales and marketing under the bus, they’re victims of the problem.When marketing leads fail to convert, it’s tempting to blame marketing for bad leads or sales for poor execution. But there is an…Jan 31, 2017Jan 31, 2017