Selling and marketing IT products and professional services in the best of times means developing value that prospects believe, finding prospects that will buy, negotiating deals that clients will pay... read more →
As software development innovation curves accelerate, more new disruptive technology applications are being introduced into the market. When launching new disruptive technologies, you need to deploy a disruptive marketing and... read more →
Trade shows continue to be a primary source of lead generation for many sales and marketing teams. Yet most companies cannot calculate their marketing ROI for trade show investments. There... read more →
When pricing your product or service, often prospects do not always believe your value or worse they have a hard time understanding it at all. Value today must be marketed... read more →
Is marketing a staff position designed to support the sales team or the marketing department's own agenda? Is marketing a line position responsible for creating corporate revenue? Should corporate management... read more →
When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the... read more →
Buyers have become desensitized to corporate speak that sounds like everyone else's. Because of the Internet, buyers are better educated, more selective in their acquisition choices, and have the greatest... read more →
