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B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2 24 Jan 2013 | 09:21 pm
In my last post B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 we talked about asking a compelling question to quickly qualify and engage a new prospect. Our intent is to qu...
B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 18 Jan 2013 | 09:20 pm
One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Their response sounds something like this “I’m not rea...
2012 B2B Demand Generation Benchmark Survey Report 16 Jan 2013 | 09:06 pm
Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. The p...
Why IT VAR Marketing Dev Fund (MDF) programs don’t work 29 Sep 2012 | 08:10 pm
Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that...
Do your Calls-To-Action meet these 5 criteria? 25 May 2012 | 01:00 am
All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 8...
Do your Calls-To-Action meet these 5 criteria? 24 May 2012 | 06:00 pm
All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 8...
Publish B2B Pricing and Lose-Lose 16 May 2012 | 10:17 am
It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reas...
Publish B2B Pricing and Lose-Lose 16 May 2012 | 03:17 am
It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reas...
Ben Franklin’s 14 Lessons For Getting Things Done 2 May 2012 | 03:02 am
Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and on...
Ben Franklin’s 14 Lessons For Getting Things Done 1 May 2012 | 08:02 pm
Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and on...
