By Michael Buzinski, Founder/CEO & Fractional CMO Back when I flew on the AWACS platform in the Air Force, I sat in a metal tube full of radar screens and radios. Every station had its own view of the sky. If each operator had decided to run their own version of...
You’ve probably heard this before: The best source of new business is from a satisfied customer. If you’re like most of the B2B firms I work with, you’re spending 80% of your time and budget chasing new leads, but overlooking the ones you’ve already won. Exponential...
Predictable growth is structure. Most B2B firms rely on individual effort and a handful of heroic team members holding everything together. I work with firms all the time where the “system” is a few gifted salespeople, a marketing coordinator, and a stack of...
By Michael Buzinski, Founder/CEO & Fractional CMO Everyone in the B2B services world deals with longer sales cycles. Well, at least those with high-ticket offerings and especially those dealing with mid-market and larger client bases. Which begs the question, how...
By Michael Buzinski, Founder/CEO & Fractional CMO Quick Answer:Most B2B firms think they have a marketing strategy, until leads and revenue dry up. That’s when you realize you’ve been managing noise instead of direction. What you have is a mix of disconnected...
