Who Do You Think You’re Talking To?

Mapping Marketing Content to Prospect Buying Cycles The first law of communication implies that a connection will not be made with an audience unless the speaker knows who s/he is trying to reach. The same is especially true in B2B sales. Aligning the correct message...

How to Get More Online Customer Reviews

Let’s face it. Despite the access they have to online information, customers have low levels of trust in messages they see on vendor websites, collateral sent to them and phone calls with your staff. Instead they’re looking to friends, family, and even strangers for...

Buyers don’t trust you. But they sure trust your customer.

Hey Marketers, Want Buyer’s Trust? Be More Human. Human beings naturally fear change. We instinctively cling to the status quo. Change is hard. Change is scary. Change requires us to do something differently than before, to change our mindset, to take a risk on...
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