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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In the B2B World, Market Awareness Trumps Sales Skills

Earlier in my career, I was VP of marketing for a mid-size software company in the content management space.  There were a couple of very large competitors, who we termed “gorillas” in the marketplace.  The VP of sales used to say something to the effect of: “When we get invited to the dance, we can […]

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Why You Need a Strong Web Presence to Meet Your Lead Objectives

When I talk to business executives about web presence, I get an interesting mix of responses: What is a strong web presence and why do I care? I sell a/an (infrastructure/sophisticated technology/enterprise/ services/ international) product to businesses. How do I know my customers are on the Internet? We just spent $X on a website upgrade/replacement. […]

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