• 5 Implications – B2B Buyer’s Decision Making Process is Dead

    Today’s Buyer interacts with businesses in new ways. Updating marketing practices for this audience requires companies to mix old methods with new practices. Today’s buyer is living in a world disrupted by rapid changes everywhere – in technology, healthcare, politics, society, education, the economy, the climate, and culture. The introduction of new technologies — from […]

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  • 7 Questions – Your Business Model May Need Changing

    Winston Churchill said it well, ‘To improve is to change; to be perfect is to change often.’ It is clear, we are experiencing unprecedented change in many industries — urbanisation advancement, tremendous technological changes as ‘software eats everything,’ increased global connectivity and an ageing population to name a few. The future winners will be those who face […]

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  • 4 Learnings from our Sales Journey Assessment Programme

    The first time I lifted a programme from the B2C world and implemented it in a B2B environment must have been about 15 years ago while managing Marketing and Channel Management Europe, Middle East and Africa at Avaya.  At that time, the chosen programme – Secret Shopper or Mystery Shopping – was quite expensive, and […]

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  • Sales and Marketing Alignment

    A Big Thank You to InkyThinking.com for our new creative images! I’ve spent a good number of years planning and running marketing programs with companies of all sizes. One thing that still perplexes me is the amount of strife that continues to exist between the sales and marketing organisations in many companies. Conversations – when […]

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  • Capturing Today’s Elusive Buyer: Considerations for a Changing World

    The new buyer interacts with businesses in new ways. Updating marketing practices for this audience requires companies to mix old methods with new practices. Influenced by rapid changes in technology, the new buyer interacts with products and services in new ways, demanding companies redefine their marketing strategies. These are not trends, but evolutions necessary for […]

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  • 3 Reasons to consider Secret Shopping

    The Secret Shopper Programme is a sales impact tool for B2B companies who want to ensure they are offering the highest level of quality customer experience. According to the renowned industry research leader Forrester, there is a clear correlation between superior customer experience and superior revenue growth. Companies run this programme when they are highly […]

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  • How does working with you add value to my business?

    Just spoke with another company about the latest features to their software. They took me through their product roadmap and the evolution process for this development. Wow!  Lots of morphing going on, but what I was really searching for never manifested itself in their proposal. Where is your value to your customers? What are they […]

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  • Feeling Abandoned? How Many Potential Buyers Have You Lost This Week?

    Only 18% of those who can be found online can close the sale once a buyer gets to them. Still true today: It’s not good enough to offer a great product or service if you cannot close the sale. We’ve all heard how important being findable online is (and we hope you’re taking care of […]

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  • Transform Demand Generation Today

    Customers are changing, and business must absorb the meaning of that change. The customer has evolved, researching a purchase in different ways while also searching for ideas to take their business forward to the next level. Alinea Partners has launched Demand Generation Assessment workshops that allow clients to discover how to better align their sales […]

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  • Due Diligence Call Spells Sales Success

    Smart businesses put a lot of effort into analysing their sales approaches and trying to fine-tune the sales process. But it takes a really deep dive into the sales process to find out the truth. Alinea Partners has done that, and reached a very clear conclusion. Success in sales hinges on how sales executives approach […]

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