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3 ways to move your B2B sales prospects from initial contact to the sale
In the B2B selling world, the higher the price the longer the sales cycle. Higher priced solutions typically require more research and more people involved in the decision. Elite B2B salespeople are...
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What’s the best way to connect with your buyers?
In today’s business environment there are ever-increasing ways to connect with your buyers. Who do you know that hasn’t complained about too many emails? Have you heard enough yet about how social...
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How to Generate B2B Leads via Content Marketing
Cold calling isn’t dead but it’s challenging. Most salespeople don’t like it. Personal networking is effective but can be very time consuming. This all leads to a question, “in today’s environment,...
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How to Measure Online (and some offline) Marketing
Industry experts report that marketers this year will spend $171 billion on paid advertising. Those advertisers, and their bosses, will experience much anxiety because in many cases they won’t know...
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6 Steps to Trade Show Success
Trade show season is upon us and lots of money will be spent by participating companies. This article provides 6 steps to send your trade show results through the roof. Step 1 – Decide what you want...
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Evolving Into A Digital Powerhouse
Author note: the article below was originally published on WorkItRichmond.com, a subsidiary of the Richmond Times Dispatch. I’m reposting my article on this blog with the intention of adding to the...
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Don’t Get Buried In Bad Marketing Advice
Blogs are a fantastic platform for your personal opinions and advice. Some of these opinions are based on data, some based on personal experience and intuition. And although I prefer to be respectful...
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Create a sales & marketing machine – 4 steps to sales success
How to win the hide & seek game with your buyers According to a leading global research firm, “more than 67% percent of the buyer’s buying journey is now done digitally, and 57% of the actual...
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How Much Should You Budget For Marketing In 2016?
An Update From Our Popular 2014 & 2015 Articles As the end of 2015 nears, we begin to think about that question again and how our businesses are going to grow and compete in 2016. This article...
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The Top B2B Digital Marketing Strategies
The digital landscape is constantly evolving. To remain relevant, businesses and marketers need to constantly pay attention. What’s hot today could be gone tomorrow, and tomorrow’s big thing may not...
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