The next interview in the B2B Marketing thought
leader interview series is with Robert
Bell, Vice President of Alan/Anthony, Inc., a partnership of
business development and marketing experts, and co-author of the book B2B Without The BS (along with Louis
Zacharilla).  He's an expert on B2B marketing in general as well as marketing and sales alignment, both topics that is always near and dear to me.

1. How have you seen sales and marketing change since you first
entered in the industry?

In B2B sales and marketing, the rise of the Web has triggered
unbelievable changes. It's a lot like the break-up of the old
monopoly on long-distance telephone. As the price of a call
dropped from dollars to cents, volume exploded. The Web has made
it possible for every company to market itself globally,
professionally and successfully at a tiny fraction of the cost
incurred when I got started in the business.

One thing that has not changed, however, is the degree to which
the Next Big Thing confuses and dazzles. I can remember when the
Next Big Thing was fax b