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As B2B marketers, we have to figure out how to create value, whatever that may be, with potential buyers of our product or service, at precisely the "right time". If we do that, our chances of real lead generation for the complex sale, suddenly increase dramatically.
READ THE ARTICLE2 min read
It is simply impossible to read a marketing article these days without someone expressing an opinion about social media. I have actively avoided blogging about this phenomenon up to this point...
1 min read
In my recent blog, "The role of inbound marketing in understanding your buyers", I talked about the importance of developing an inbound marketing strategy that positions you in the minds of your...
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A recent Marketing Sherpa survey found that, when in purchasing mode, 80% of customers felt they had found their supplier rather than their supplier finding them.
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Selling and marketing teams in the B2B world (or business to government world) need to acknowledge some fundamental truths about the way the B2B buyer buys.
2 min read
A question. What should you do with prospects who have leaked from your sales funnel? That is, those folks who have expressed and interest in your products or services and yet, for one reason or...
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So has your buyer really got a problem? More importantly do they know they have a problem? If the answer to either of these questions is "No", then you should be thinking VERY carefully about whether...
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Much has been written about the importance of your go-to-market team (sales and marketing) understanding the mind of your client, the buyer, to market and sell successfully. It's all the more...
