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Three Questions Every Customer Asks That Your Marketing Strategy Must Answer
It’s difficult for business owners and technical subject matter experts to not love the products and services they sell, particularly[...]
When Should You Consider Changing Your Plans?
The Prussian General Moltke famously said in 1871, “No plan survives contact with the enemy.” More recently in 2012, Mike[...]
Build Your Center of Influence Network
If you're a B2B (business-to-business) firm, having a strong Centers of Influence (COI or just Influencer, aka Referral) program is[...]
Business Development for Professional Services
Sales is different for Professional Services practices than it is for other types of B2B firms. How so?  Nowhere else[...]
Execute and Optimize to Drive Marketing Results
If you're a B2B (business-to-business) firm, this is a proven long-term strategy to help you succeed.  What we're not talking[...]
Increase Profitability by Boosting Customer Retention
You’ve heard it before. It’s cheaper to keep your current customers than it is to find new customers. It’s true[...]

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