As we are full force into the holiday season, I want to ask, what drives you? Whether as a business owner or employee, what is it that makes you get up in the morning, head to work and want to do a good job? It’s a question that anyone can answer, and for me the answer is easy — my kids.

During our annual Farland Group kickoff meeting, our President, Jane Hiscock, had asked us (and I’m paraphrasing here) — share a goal you achieved and the steps you took to get there.

Executives require a different level of engagement and focus. Done well executive relationships will drive lasting value to your B2B marketing and sales strategies.

In a previous post, I discussed how it’s difficult to pinpoint the number of jobs that automation or AI will steal from humans. And, that employees’ fear of their duties being diminished or scaled back is partly due to a lack of knowledge about the technology.

In developing customer listening systems – whether digital tools like Twitter or more complex systems like Advisory Boards – avoid course correcting for the loudest voice in the room. Instead, listen for the most important.

An ongoing customer engagement strategy requires planning and an investment in the development of compelling content and interactions that keep your customers coming back. Here are tips in building a more systematic engagement approach with your customers.

Difficult customer feedback can be challenging to listen to, but can provide the foundation for a very positive future relationship.

Strong relationships with your c-level customers can accelerate change, uncover opportunities, and strengthen your company’s position. What keeps B2Bs from earning those relationships—and realizing their value? We’ve identified 10 common—but surmountable—barriers that hold B2Bs back.

Strong relationships with your c-level customers can accelerate change, uncover opportunities, and strengthen your company’s position. What keeps B2Bs from earning those relationships—and realizing their value? We’ve identified 10 common—but surmountable—barriers that hold B2Bs back. In Part 2 of this series, we explore the struggle and barriers to realize value.

During a recent client advisory council meeting, one business leader stated that while everyone talks about AI, only about 1 in 20 companies are actually using it. One reason is a lack of understanding of how it all works and how to apply it; but for some it is also based on the fear that AI will eliminate jobs.

Many marketers are stuck in an activity mindset, focused more on the event calendar and the client reference database than strategic conversations with customers. In contrast, an engagement mindset creates a strategy focused from the outside-in rather than from the inside-out. Here are ways to shift your approach toward an engagement mindset, even when you can't achieve a full-scale transformation.

A couple of years ago, I ventured out on Black Friday to find uncrowded stores, likely due to technology and the shift in the way consumers buy products. And last year on Thanksgiving night, I decided to switch it up a bit and opted to shop online.

At the 2015 ITSMA annual conference, we considered, "If it is all about the customer experience, why are we still pitching?" We share the key takeaways from our discussion with Janis Fratamico, Director, Relationship Marketing at Bloomberg and David Coates, Director, Customer Programs at Iron Mountain, about relationship-based engagement...and four ways your can help your organization work from a customer point of view.

Personalization requires a focused strategy that extends beyond the acquisition phase of the customer life cycle. Tips on how approach the personalization challenge for B2B businesses.

The brain is not designed to multi-task effectively when you need to focus. If we all stopped multi-tasking in meetings, we believe we could cut meeting time in half.

“How can we better engage the customer? What can we do to enhance the buyer experience?” These are common questions that C-suite leaders struggle with.

Content marketing is a growing area of investment. Building content that connects to prospects and customers can be most powerful by enlisting your customer advocates.