Tag: relationships

Debate lost, lesson learnt

I lost in the vote for a public debate last week. It was a great fun event though and the experience reminded me how rare the opportunities for a good, robust, debate come up. The next day I realised there

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Does social media cut it for B2B sales & marketing?

The current hot stories about B2B marketing and sales eminating from the US are about Facebook and its use in the mix. This may well be valid but I guess these messages are also being propogated by people with a

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Relationships and treating customers as partners

Are you focused on flogging stuff or building relationships? The difference is substantial but often misunderstood.  Doug Levy has written an interesting article titled 5 principles of breakthrough success in the “Relationship Era”. Levy talks about the history and evolution

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How much do you want to pay for a new customer?

This is a rather compelling argument from those people at TippingPointLabs: $270 per customer, or $52,000 … which would you prefer?   Converting people from conventional approaches and traditional media can be a challenge. But if your business is built around

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