5 Keys to Amazing Case Study Interviews
Case studies are one of the most persuasive items you can include in your sales toolbox. In the B2B marketplace, a compelling case study can do more to sway potential customers than a page full of...
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3 Easy Ways to Find Your Big Stories
One of my clients recently came to me with a problem. Their corporate brochure didn’t reflect how they were different from their competitors. When I spoke with the owner, I discovered that they...
View ArticleHow to Select a White Paper Topic that Drives Leads
White papers can be a key element in your lead generation mix, especially if you sell technology products or services. According to the Eccolo 2010 B2B Technology Collateral Survey Report, 83% of...
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Does Building Relationships with Customers Really Help Drive Sales?
It seems as though everyone who works in sales is discussing The Challenger Sale: Taking Control of the Customer Conversation. The book outlines the five types of sales professionals and cites...
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