The ‘Land - Expand - Explode’ strategy could also be described as a ‘foot in the door’ strategy. It supports the approach of first achieving the initial deal quickly and reliably and then penetrating the customer company further with repeat purchases, cross-selling...

Are marketing and sales two parts of ONE team? - ‘You must be 11 friends’ Why is collaboration between marketing and sales such a big challenge in almost all companies? Don't they actually have the same goal, which they (should) pursue or support with different means?...

My claim ‘from cold to close®’ describes the development of a lead (#LeadEvolution) over several stages from the ‘raw lead’ (‘Cold’) via the status MQL (marketing qualified lead) to the status ‘customer’ (‘Close’). The ‘Close’ stands for close, i.e. one has...

The profiling of ideal customers with the buyer persona concept is becoming increasingly popular with the introduction of modern lead management and marketing automation platforms. If you want to generate more qualified prospects and develop them to the point of...

How can you successfully activate the potential of digitalisation in marketing and sales? How do you successfully introduce modern lead management, existing customer management and marketing automation? As so often in life, it makes sense to proceed with a...

How much longer can B2B companies ignore the digital transformation? If customers have become accustomed to new technologies and new conveniences in their private lives, they expect the same in their business environment. Why should a person who searches for something...