How to Make Intangible Value Tangible
The article argues that every intangible benefit can be expressed in concrete financial terms. By probing why a buyer wants "less stress" or "peace of mind," sellers can link those feelings to measurable outcomes such as reduced turnover, lower recruiting costs, or avoided downtime. Quantifying these impacts turns abstract desires into dollar‑value ROI, making the value proposition clearer. The approach shortens sales cycles and wins broader executive buy‑in.
Capturing Demand
The piece urges CMOs to make demand capture the core of their growth engine by tracking high‑intent inbound leads, understanding the spend behind each, and iterating on tactics. It proposes three board‑ready questions that replace dashboard‑driven guesswork. By treating lead‑generation...
BAE Systems Sets Out How SMEs Can Break Into Defence
Stuart Justice, Engineering Director at BAE Systems Naval Ships, outlined a practical roadmap for small and medium‑sized enterprises (SMEs) to join the defence supply chain at the Scottish Defence Procurement and Supply Chain Summit. He highlighted that roughly 40% of...
Megafon to Work with Iskra Technologies on Private Networks
Russian telecom operator Megafon has entered a cooperation agreement with Iskra Technologies to develop private LTE and 5G networks for enterprise clients. The partnership will enable Megafon to tailor network architecture to the specific requirements of each corporate customer. By...
Microsoft Expands Multiparty Private Offers in Marketplace
Microsoft announced that its multiparty private offers feature will roll out across 30 European countries on May 27, with further expansion to Japan, Australia, and South Africa on July 15. The capability, part of the Microsoft Marketplace launched in September 2025, lets channel...
You Don’t Have a Pipeline Problem. You Have an ICP Problem.
B2B SaaS leaders often blame a thin pipeline for stagnant growth, but the real issue is a mismatched Ideal Customer Profile (ICP). Data shows SMB deals close quickly with high win rates yet generate low net‑revenue retention, while enterprise accounts...
Treat Content Like a Product, Not a Post
Garrett’s guest post argues that B2B marketers should treat each piece of content like a product with a defined lifecycle rather than a fleeting post. By aligning content with the 95/5 Rule—where 95% of prospects aren’t buying now—the author proposes...
Sales Process Design & Engineering
The post warns that even well‑designed B2B sales processes can fail when the transition between stages is weak. It illustrates this with a case study where a sales rep’s poor “next‑step” pitch led to a 50% no‑show rate, which was...
MSDW Podcast: Navigating CSP Changes, with Stratos Cloud Alliance
MSDW’s latest podcast, sponsored by Stratos Cloud Alliance, examines the shifting Microsoft Cloud Solution Provider (CSP) landscape and its impact on growth‑focused partners. Hosts discuss how recent CSP reforms pressure Direct partners and why many are considering indirect models to...
What a Real Microsoft Copilot Training Curriculum for Sales and Marketing Actually Looks Like
Pam Didner reveals that most Microsoft Copilot rollouts for sales and marketing stall at 10‑20% adoption because training is generic and feature‑focused. She built a 10‑module, three‑level curriculum that ties Copilot directly to real B2B use cases such as campaign...
True North Dreamin’ 2026 Summary
True North Dreamin’ 2026 in Toronto saw a larger, better‑organized gathering of the Salesforce community. As the event’s first official sponsor, Dryad Receipting secured a prime booth and showcased its Salesforce receipting solution to qualified leads. The company also participated...
Scaling with Intent: Removing the Constraints to Growth with Holly LaBoda
In a recent Logistics of Logistics podcast, Holly LaBoda, founder and Chief Growth Officer of Formula L, explained how logistics firms can break through growth ceilings by replacing ad‑hoc, hero‑centric selling with a systematic, sales‑operating‑system approach. Formula L provides a proprietary diagnostic,...
How I Booked 52 New Executive Meetings in 10 Days
A sales leader booked 52 executive meetings in just 10 days without a new product launch or a massive budget. By dramatically expanding targeted contacts, crafting AI‑generated, problem‑solving messages, and maintaining a relentless cadence, the team turned a raw idea...
Assurex Global Appoints Troy Johnson as SVP for Global Growth Strategy
Assurex Global has elevated Troy Johnson to Senior Vice President, Global Growth Strategy, a role focused on expanding multinational revenue streams. Johnson, who joined the firm in 2023, will leverage Assurex’s network of more than 100 independent partner firms operating...
The Best Sales Tactic to Make a Ton of Money
The article contends that most sales struggles stem from buyers doubting the seller’s intent, not from a lack of persuasion. It pinpoints perceived alignment as the core issue, noting that buyers silently ask whether a decision benefits them or the...