In 1984, Jim Koch (pronounced “cook”), then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America. In his 2016 book “Quench Your Own Thirst,” Koch shares tales of that growth and business lessons he learned along the way.
7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects:
Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself? Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches. Read more.
2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue. Download here.