Author: Kevin Brown

Kevin Brown



Author Posts

What Is B2B Brand Strategy?

Think beyond a logo to get clear on who you are, who you serve, and where you're going.

B2B brand strategy is arguably the most critical component in laying a proper foundation for downstream sales and marketing initiatives — especially for industrials who compete in crowded spaces and sell commodity products. But despite its importance, brand strategy is a concept that’s widely misunderstood and rarely implemented. Some might believe that it’s all about… Read more »

Proposal Software That Will Improve Your Sales Process

A comparison of the latest technology products to make your proposals a breeze (and better!).

In the industrial sales process, there are two critical components to writing a winning proposal: knowing how to structure it and then using the right proposal software. I hate to tell you, Microsoft lovers, but opening Word and creating a file on your desktop no longer cuts it. In the first post in this two-part… Read more »

Proposal Writing Tips That Close Deals

Best practices that will book more business and — gasp! — may even make proposal writing fun.

Let’s admit it. Most people hate writing proposals. To avoid the hard work of creating this all-important deliverable, we fall into the trap of cutting and pasting from previous documents, dumping in pages of data in an attempt to overwhelm the prospect, talking about ourselves and what we know best, or selling an easy deal… Read more »

10 Negotiating Tips to Get the Most from Vendors

Ever wondered if you could have gotten a better deal? Use these tips and stop second guessing.

We could all learn a thing or two about negotiation from Princess Leia. And JFK, too. Actress Carrie Fisher once wisely remarked: “Everything is negotiable. Whether or not the negotiation is easy is another thing.” Negotiating with vendors is something of an art form, something of a science. And indeed, it’s almost always a testing… Read more »

Why I Love Trello

Here are four ways this simple app based on kanban can make your life better. Seriously.

Man, I love Trello. It’s a free, easy-to-use, collaborative, and highly visual tool with more than 10 million users around the world. I use it to help organize both my personal and professional life, and I evangelize about it often. Co-workers say I have a crush — they even teased me at the annual holiday party… Read more »

For B2B Sales and Marketing, Defense Does Not Win Championships

In B2B sales and marketing, a good sales team isn’t good enough. You need good marketing to win.

It’s almost football season and there’s an adage any pigskin fan is guaranteed to hear at least once this fall: defense wins championships. It might be true in sports, but when the legendary head coach Paul “Bear” Bryant uttered this phrase some 40-odd years ago, he surely didn’t have B2B sales and marketing in mind…. Read more »

10 Cutting-Edge Marketing Automation Features

Who's innovating in the field of marketing automation? We decided to find out.

Confession: I created a 230-row matrix to compare the industry’s top marketing automation platforms, assessing everything from SEO tools to pricing models to advanced features that would blow the mind of a mere mortal. It became an Excel grid so beefy with analysis that two of the major software players asked for a copy. I… Read more »

5 Marketing Automation Mistakes to Avoid

Minding the gap between best intentions and practical applications.

We’ve all seen the stats and heard the grandiose claims. Indeed, marketing automation is much more than a trend or buzzword; it’s a bonafide technology solution and business strategy that will continue to redefine the future of marketing. SiriusDecisions estimates that nearly 50 percent of B2B companies will have purchased and implemented marketing automation by… Read more »