5 reasons NOT to buy a b2b database for your sales team

B2b lead generation companies develop “opt-in” databases based on general appeal. If you’re selling generators, or commercial oils and lubricants their database may be “opt in” and b2b but it is definitely not a list of people interested in buying oil or an industrial vacuum cleaner this month. Remember that other companies also bought the database… as often as …

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Sales Strategy 2016: Is prospecting getting harder for sales people?

The state of inbound marketing report 2016 is now available. As a Hubspot Partner agency we had the privilege to have a sneak peek under the hood last week. We were searching for data to validate a gnawing hunch: is prospecting getting harder for sales people in 2016? From a company perspective, the usual reasons always pop …

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The beatings will continue until morale improves; isn’t sales strategy

I love the relevance of this quote to the way companies manage their sales performance; often attributed to Captain Bligh of the ship Bounty in the late 1700’s: “The beatings will continue until morale improves.” So many companies, bosses, sales managers seem to think that their sales performance will improve by figuratively beating the sales people …

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Marketing-strategy-equation

Marketing Strategy to increase brand awareness for industrial products

Ask an industrial marketer how to increase brand awareness for an industrial product and they will ask you “how big is your budget”. That’s because increasing or improving brand awareness is seen as the result of increasing advertising spending.To put it into an equation: The problem is that the way people buy has changed. This …

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