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For many B2B companies, an independent sales network (distributors) is often a key sales channel....
3 min read.
Don’t Let Sales Hijack Your Marketing
Imagine we are back in 2007. You walk into your company’s HQ happy to hear the phones ringing and...
Several weeks ago I provided some advice to a company dealing with perception issues in their...
Sales team not pulling their weight? Here’s how your marketing department can help.
1 min read.
B2B Business Blogging is Easier Than You Think
You've heard of blogs. You've heard that businesses blog. But did you know that blogs are a...
2 min read.
Strategic Pricing in a B2B Environment
One of the challenges in a B2B environment is that, when re-launching or bringing a new product to...
2 min read.
Putting Segmentation Into Practice
Once you understand significant customer segments, you can move on to developing a strategy to...
2 min read.
Don't Fake Your Social Media Presence
It's not surprising that social media shortcuts are becoming more prominent. The impetus to engage...
1 min read.
No Database. No Communication.
I used to think it was only in small to mid-sized b2b companies that databases appear to take the...
Intermediaries are dead. Long live intermediaries!