Featured B2B Marketing Insights & Tips
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Marketing Lessons from the Best Salesperson I Ever Met
To many, sales and marketing are two very different things. But as this story illustrates, the best salespeople actually have a lot to teach us marketing folks.
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Why Your Sales Team Struggles To Communicate Value
B2B buyers and decision-makers say that 87% of the meetings they have with sales people just aren't valuable. Learn what's missing and how you can give your sales team the upper hand.
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What Does a Real Marketing Strategy Look Like?
We regularly hear from subscribers asking how to create or improve their marketing strategy. And we've found that effective strategies are able to answer these 6 questions.
Recommended On-Demand Training Webinars
Questions from the Community
Recommended Tools & Diagnostics
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Finding Margin Leaks in Your Sales Processes
It’s important to realize that every sale is the result of a process. This diagnostic examines how to improve sales results by identifying root causes and areas for improvement in your sales processes.
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The Price Segmentation Self-Assessment
Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.
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The Marketing Research Interview Guide
Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.
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Recommended Case Studies
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Popular Expert Interviews
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How to Make Insight-Based Selling Actually Work
Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.
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Exploring Four Different Buyer Personas
This interview with Nelson Hyde teaches you about four key buyer personas --- how to identify them and how to best deal with them.
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Lowering the Cost of Customer Churn in B2B
It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.
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Recommended Tutorials
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Popular Express Guides & Research
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Answering Three Questions to Enable Change
In this guide, learn a more effective approach for championing new solutions in B2B environments.
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Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
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Five Performance Boosters of Follow-On Sales
Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.
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