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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How to Expand Your Circle of Marketing Influence by Christopher Ryan

Starting with your organization at the core, everyone that you can possibly do business with can be pinpointed somewhere in relation to the center.  As those individuals in the outer reaches of our marketing influence are brought closer to you, they become part of your circle. Those nearest to the core are loyal, lifetime customers, […]

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