Stop Selling. Start Listening.

03/31/12 • 4 min

It’s time to stop selling and start listening. This is a way of thinking that places buyers at the center of all marketing priorities. Understanding what buyers care about, how they make their decisions, and how they want to receive information, makes marketing about them, not about us. This isn't about doing more – or even about doing less. It's about doing what matters. And since most of us are being asked to stretch our resources ever further, focusing on what’s important is more important than ever.

Previous Episode

The Outlook for BtoB Tech Marketing in 2012

Arketi’s fifth annual Atlanta High-Tech CMO Roundtable and the first such Roundtable for the Raleigh-Durham area featured marketing and PR executives from leading technology companies throughout the Southeast. The collection of top marketing and PR minds gathered to discuss the current and future state of BtoB marketing, and five common themes emerged.

Next Episode

From Buyers to Believers

Across almost every industry, new customers cost more than old ones – so customer satisfaction, as a means to retention, is “job one” for most businesses. In recent years, the stakes have grown even higher as economic conditions and the growth of social media have given customer opinions more significance. Today, Facebook, Twitter and LinkedIn make it easy for a customer to share a positive or negative brand story with hundreds or thousands of people as quickly as one can hit the submit button. If customer retention is a goal, then customer advocacy – turning buyers into believers – is essential.