by Ron Greenberg | May 27, 2021 | Blog
It’s terrific to see that some of the major players in the account based marketing (ABM) technology space such as Demandbase and Marketo are starting to use the term “ABX”. I coined the term back in 2017-18 and have been using it since. I recognized then that “ABM”...
by Ron Greenberg | May 20, 2021 | Blog
It’s a whole different frame of mind. Stop selling and make it easier for your customers to buy. Here are some thoughts about why at least thinking about the whole process as “Relationship Generation” – instead of Demand Generation — will lead to better results....
by Ron Greenberg | May 10, 2021 | Blog
The Best Buy success story is a case study I taught MBAs in two classes: International Business, and Leadership Skills. Now, former CEO Hubert Joly has updated the story in his new book, “The Heart of Business” (great title!). In this excerpt from the...
by Ron Greenberg | May 9, 2020 | Blog
COVID has forced organizations to change the way they deliver customer value. They’ve had to adopt digital and virtual customer contact points to replace in-person ones. Some companies are already sophisticated digital users. Many are not. To be successful with...
by Ron Greenberg | Apr 9, 2020 | Blog
COVID-19 has forced many organizations to shift rapidly to virtual and digital programs and techniques. Field sales and marketing activities as we’ve known them have stopped. Direct and partner selling has changed. Some companies are already fully digital...
