Over the last couple of years, I have had several intense discussions with several budding entrepreneurs and CEOs of mid-size companies. They all seem to want the best marketing plan, but they are not sure, when and how to start implementing it. How do you create the best marketing plan? A marketing plan is prepared, …
I was reading a very insightful article from HBR titled the end of solution sales. Here are some excerpts that I found very interesting and relevant to the B2B sales/marketing challenge. Strategy #1: Avoid the Trap of “Established Demand” Star performers treat requests for sales presentations very differently than average performers do. Whereas the latter …
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