selling

Lots of B2B Marketing Webinars

by: Jon Miller

I've been doing quite a bit of speaking recently along with other B2B marketing experts. Here's a round -up in case you missed some of them.

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More Choices, Fewer Sales

Consumers must like lots of choices - why else would there be hundreds of shampoo brands and variants on a typical supermarket shelf? Actually, its been known for years that too many choices can reduce consumer purchases.

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Sexy Pics Beat Ugly Spiders

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Lead Management Will Never Be The Same Again

by: Jon Miller

$300 billion dollars a year. That’s what the 3,000 largest B2B companies in the world spend annually on lead generation, resulting in billions of leads. Yet despite this massive expense, I have yet to find a sales executive who is happy with the number and quality of marketing generated leads.

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B2B Marketing: Play Fair, Maximize Profit

by: Roger Dooley

Businesses are often portrayed as rapacious partners, seeking to squeeze every penny out of their deals. Indeed, some are… the result is often a relationship between defined by a fat contract that seeks to protect both parties against bad behavior by the other.

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Comfort Shopping: Sad Customers Buy More

by: Roger Dooley

Most merchants would include "happy customers" as a key part of their
mission. Oddly, new research shows that sad customers are likely to
spend more money when shopping. Merely watching a sad video clip caused
subjects to pay nearly four times as much for a water bottle than
subjects who watched an emotionally neutral clip.

The new study released
Friday by researchers from four universities goes further, trying to

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Is Your Client a Certified Orifice?

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Selling 'Innovation' and the RFP game

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How to Fix Your Selling Process in 192 Pages (not)

by: John Caddell

A column in today's Wall Street Journal boils it down for us: "...[C]ompanies need to 'reinvent' the way they sell, to focus on their customers rather than product features."

Stop me if you think you've heard this one before.

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Lead Nurturing - Dating for B2B Companies?

by: Jon Miller

No one enjoys blind dates. Whether you’re introduced by friends, the Internet, or your neighborhood matchmaker, it’s nerve-wracking to meet for the first time.

Conversely, everyone loves weddings. The flowers, the tradition, the drunken dancing at the reception, you can find something you like.

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