How to Get Invited to the B2B Sales Dance

Why Market Awareness Often Trumps Sales Skills My friend and client, Richard Hoffmann, just published a really great white paper on behalf of his company, Trade Only Design Library (www.TODL.com). The purpose of the paper was to tell manufacturers how to grow their market awareness among the architecture and professional design community. I was intrigued […]

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Top 6 Ways that Marketing Supports B2B Sales and Revenue

Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What in the heck does sales want from us anyway?”  And the problem is, the sales department sometimes doesn’t know what it wants — or it changes what it asks for on some seemingly random basis. […]

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Does Your B2B Sales Model Need an Overhaul or a Tune-up?

When designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important decisions. The lifeblood of your business is not only in creating valued products and services, but also the ability to acquire new customers at a low cost relative to the average transaction amount. When you […]

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Create an Unstoppable B2B Sales Machine – Part 2

My last blog post covered the first four keys to creating an unstoppable sales machine: 1. Make sure there is complete alignment between the marketing and sales departments. 2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer. 3. Never lose a deal alone. 4. Keep […]

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