Official Blog of GTM360 Marketing Solutions
Deal attribution is a chronic problem in almost all industries. Its direct fallout is the never-ending fights over credit sharing for deals between sales and marketing in B2B industries. Let me illustrate the attribution problem with the following example: You read an advertisement for a product in the newspaper at home. You forget about the … Read more
There are very few topics in B2B sales that are as polarizing as the debate over how much the Internet has changed B2B buying. Some sales people say customers can find their own products and services online, everything has changed, fire B2B sales reps, blah blah blah. Some others say not a single customer has … Read more
A few years ago, I had guided my retainer customers in the digital payments space on how to address imminent threats from identity theft and cyberfraud. More in In #CashlessIndia – Why Putting Cart Before Horse Will Work. Cue to the present day. The media is full of reports on frauds in UPI payments. As … Read more
In Part 1 of this blog post, I had given seven examples that showed that, just because you can do something doesn’t mean that you will. In this Part 2, I will give eight more examples. 8. Millennials do everything on a mobile phone. Therefore, they will refuse to visit bank branches. Just because Millennials … Read more
There’s a wide gulf between what one can do and what one will do. Can depends on ability whereas will depends on wish. The two are not always aligned. Without realizing this, many people jump to simplisitic conclusions about motives and behaviors of individuals and companies. This includes troll armies on Twitter spinning conspiracy theories … Read more
Since companies comprise individuals, many people believe that companies and individuals will behave in an identical manner under the same situation. I disagree. There’s a big disconnect in the behavior of individuals versus companies. I can think of at least three reasons for this disconnect: Fiduciary responsibility Market cap Emotion #1. FIDUCIARY RESPONSIBILITY Let me … Read more
In Driving Greater Sales Marketing Alignment – Marketing POV, we covered the solution to the misalignment problem from the POV of Marketing. In this blog post, we will see some ways by which Sales can drive greater alignment with Marketing. To recap, the following are the key areas of misalignment between sales and marketing from … Read more
When we published Increasing Sales-Marketing Alignment: Big Bang Doesn’t Work six years ago, there were 4.3 million search results for the keyword “Sales Marketing Alignment”. Today there are 58.3 million. Safe to say that there has been an explosion in online chatter on the topic – it works out to 54% CAGR for the mathematically … Read more
We regularly come across founders of software companies who have achieved a certain degree of success in India and now wish to take their product global. This is a perfectly sensible strategy because overseas markets are extremely lucrative. But many of these “export initiatives” flounder. Because what works here does not work there. UPI is … Read more
Courier services stopped operating during the pandemic-caused lockdown. I have not received the FORTUNE GLOBAL 500 issue. This is the first time I don’t have this issue in my hands since I started tracking this list almost 25 years ago. This post is written based on my review of the magazine’s website. Please excuse its … Read more