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How to Hire the Best B2B Sales People

In a follow on from my last article, Most Critical Business Issues, I have developed a short eBook on How to Hire the Best People for B2B Sales The eBook […]

Why can’t B2B sales people sell – Part 3 – Handling Objections?

Without repeating the entire preamble of the previous two factors, let’s discuss the third factor of why it seems so many B2B sales people can’t sell. There are three areas […]

Why can’t B2B sales people sell – Part 2- Lack of Foundational Knowledge?

As discussed last time, a question I get quite often is “Why can’t my sales people sell?” Because this is a very complicated and complex question, it cannot be answered […]

Why can’t B2B sales people sell – Part 1?

“Why can’t my B2B sales people sell?” – This is a question I get quite often This is a very complicated and complex question, and it cannot be answered in […]

Why B2B Marketing Fails – Part 2 – The Process – Social Proof!

Does Your B2B Marketing Include Social Proof? There are five pillars of B2B marketing and sales success. The second pillar deals with the Buying Process and factors affecting this process. […]

Why B2B Lead Generation Fails – Part 2 – The Process!

In Part 1 of Why B2B Lead Generation Fails, we discussed the Foundation you need to lay before you can sell in the B2B marketplace. You can watch the video […]

What issues keep your ideal client’s CEO awake at night

There are many B2B issues that will keep your client or prospect CEO awake at night. I believe these issues fall into four categories. Watch the video to see what […]

How to Develop a Powerful B2B Value Proposition

Developing a powerful B2B Value Proposition will differentiate your company from your competition. If you are having trouble differentiating your business from your competitors, then please read this story. It […]

Protected: The 5 Reasons B2B Business People Buy

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15 Reasons B2B Content Marketing Fails – #15 Not centralizing the control of your content

The final reason B2B content marketing fails is not centralizing the control of your content for your website and blog. This falls in line a little bit with reasons #1 […]

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