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For many B2B companies, an independent sales network (distributors) is often a key sales channel....
Posts about Marketing Strategy and Planning (21):
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.
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...
1 min read.
B2B Decision Making and the Business Case
Throughout our consulting work, we are often asked to help companies evaluate their opportunities...
Years ago at a conference, I heard a now-former publisher of Chatelaine talk about doing what she...
As a CEO running a B2B organization, you need to know how your marketing programs are contributing...
Segmentation is key to understanding and speaking with your customers. In my last blog, ...
You’ve got two customers? They’re the big one and the little one. As soon as you have more than one...