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    Blog Category // B2B Marketing (2)

    B2B marketing: from one-way communications to two-way conversations

    The trouble with far too many of today’s interactions between prospects and their potential suppliers is that they are ...

    What are you reading for?

    There’s a very funny Bill Hicks sketch set in an American diner in which the gum-chewing waitress approaches him, leans over ...

    What have you done to identify your ideal customers?

    Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...

    Lessons from JFK’s inaugural about sales and marketing messaging

    On a bitterly cold winter’s day 53 years ago in January 1961, the newly elected President John F Kennedy set out his agenda ...

    How to avoid false signals from automated lead scoring

    Two years ago, I chaired a discussion group at a digital marketing conference on the subject of lead scoring and nurturing - ...

    How to make the second half of your sales year better than the first

    We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

    Are You Torturing Data to Tell Lies?

    Even if, according to Wikipedia, he did not invent the phrase “lies, damned lies and statistics”, Mark Twain did much to ...

    What's YOUR Unique Value Position?

    What sets your organisation apart from all the other companies that are competing for your prospect's attention and - ...

    Twitter loses its crown as most preferred B2B social media platform

    B2B Marketing have just published a comprehensive 60+ page survey of business social media - and one of their key ...

    Crossing the Chasm - moving up through the gears

    One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey ...