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    Is putting more content in inboxes really such a great idea?

    Nearly every business today engages in some form of marketing automation. We create content, pay for ads or organic search to drive viewers, get people on the website, and then demand their email address in exchange for the content.

    by George Brontén

    “People buy from people...”

    I don’t know how many times I’ve read this mantra about selling. I don’t know how many times I’ve repeated it, myself. Somehow, today, I read it in some post, and the irony caused me to burst out laughing!

    by Dave Brock

    How to attain “strength and peace of mind” for your company - Berotec’s story

    Berotec is a Swedish consultancy that specializes in IT, technology, and management. Their business includes smaller, individual companies within the larger company, to best serve their markets, while providing a consistently high level of expertise and competence.

    by George Brontén

    Facilitating the B2B buyer journey

    Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States. Among them, only about 200 have more than two courses in selling or sales management.

    by Mike Bosworth

    Is it finally time to ditch your CRM?

    When CRM was invented, it was a revolution in the way salespeople managed their data. Instead of bulky paper-based Rolodexes, we now had digital databases we could search and categorize with a few keystrokes.

    by George Brontén

    The questions we ask, shape the answers we get

    In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.

    by Dave Brock
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