Lone Wolf Sales
Marketing Pollution: The New Reality For Sellers
“Understand the buyer’s point of view!” That’s what marketing teams tell us as they fail to apply it to the single most important part of
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A Messaging Bangladesh – Why Nobody Reads Your Stuff
When taking a new technology to an old market, take the time to see what those guys read. Then take the time to see what
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Why Content Marketing Fails
Why Content Marketing Fails Tell me something I don’t know! Content marketing needs to be something other than bland baby food! Let’s do the
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Anti-Sales Programs. A New Gartner Category!
ABM, Account Based Marketing, CRM driven prospecting, personalization at scale and Marketo-driven SPAM programs are so repulsive to prospects they are now taking action to
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Startup Marketing Is NOT About Brand
Startup marketing is all about early sales to innovators and first adopters, period. Thus all marketing must be lined up to meet that end.
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Personalization At Scale – And Other Sales Madness!
One can hardly believe the really stupid stuff modern B2B salespeople are pitched by sales gurus and over-funded CRM software firms with no chance of
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LinkedIn Social Media – Selling Hope To The Desperate
LinkedIn and social media selling looks like it should work, and it does if you are selling to salespeople. When over 80% of B2B sales
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Sales Enablement – Not Much Value, Good at Parachute Time
When your B2B reps are struggling, SPAM is yielding Gmail addresses and the board is on your ass, sales enablement buys that quarter to find
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Social Media Harassment – Today’s Bad Idea
Buoyed by hope, steeped in failure – social media marketing! Some sales activities work, others almost always fail, and a whole bunch sound good but
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Why Account Based Marketing FAILS!
Account Based Marketing (ABM) is one of those things that sounds good but is nonsense. ABM sounds like everyone ought to embrace it: Focus on
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