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Thought Leadership: what exactly is it and do you need to be a Thought Leader?

Thought leadership - a term so popular right now, you could not shield yourself from it if you tried. But what is it? Why is it so popular? Is it just a load of overhyped nonsense? What does it mean to you and your business? The short answer? A definitive yes. Let’s explore this new marketing technique in detail so it all makes sense. The meaning of Thought Leadership Like many new and emerging marketing trends, there isn’t a single definition of thought leadership. ... Read more

Account Based Marketing – it’s about time for zero waste marketing strategies.

Account Based Marketing (ABM) is becoming a mantra in marketing - but what does it mean and why does your company need it? To understand these questions, it is necessary to learn the origins of this market strategy and the circumstances that gave rise to it. The Origins Of ABM ITSMA, one of the earliest B2B companies from the mid-90s helped pioneer ABM as we know it today. Through the vision of Dick Munn and marketing leaders from companies like IBM & HP, ... Read more

Why thought leadership should be part of every B2B marketers strategy.

Thought leadership – a means of gaining trust in today's b2b marketing environment. When radical changes are happening at a rapid rate in the world of marketing- radical actions are required to stay ahead of the game and ahead of your competitors. B2B marketing has evolved from telemarketing shop floors into the streamlined and ultra-competitive level-playing field of social media. One thing that has not changed is the need for a recognisable brand voice that can be heard above the chatter. Under handed ... Read more

The perfect couple – Social Selling combined with Challenger Sales

Challenger Sales in Brief, it's Pros and Cons. Trends continue to evolve in the world of B2B marketing. One such trend is the Challenger sales process. 'The Challenger Sales is a book written by Brent Adamson & Matthew Dixon in 2011. Hubspot summarises the ideas within the book by explaining how the authors divide salespeople into 5 different profiles. Adamson & Dixon go on to identify that the 'challenger' is the most successful of the 5 and credit that success to the ... Read more

Combine – Social Selling & Insight Selling for the best results!

How the term 'Insight Selling' became popularised. In 2014, Mike Schultz and John Doerr authored the book 'Insight Selling: Surprising Research on What Sales Winners Do Differently.' The book was the result of their research into why some sellers come second place while others always come out on top. Is it the product these sellers offer or is it rather how they engage with leads? What Schultz & Doerr found was the top sellers were doing something radically different, this research gave ... Read more

Account Based Marketing (ABM): From Start Up To Success

You know that aligning your sales, marketing and ABM will bring strong ROI. Probably you’ve read all those blog posts and tips but you're still scratching your head trying to work this all out. Read here ABM article (2) the article. Read more

Social Media Strategy & Execution

In today’s highly competitive software industry, the way you promote your software solution needs to change because the way customers procure software solutions has fundamentally changed. B2B Buyers have changed A recent survey by Forrester Research found that 74% of business buyers conduct more than half of their research online before making an offline purchase. No longer is there a need for a buyer to make contact with a vendor salesperson to explore how a new software product or service can solve their problem ... Read more

How can the new LinkedIn UI version improve your daily business?

Out with the old and in with the new is the mantra for LinkedIn's latest overhaul, or is it? Perhaps you're panicking about the changes coming to the worlds biggest online business network but you needn't be. Most of the tweaks to your profile and newsfeed are purely cosmetic. There is still a few things to be forewarned of though. Looking at the redesigned features to LinkedIn, here are eight you need to know about. 1. Notifications Notifications have been a standard on ... Read more

Is Social Selling here to stay? What do the experts say?

Social Selling in the business world is a hot topic right now. However, it’s a bit like teenagers learning to drive. Lots of people are talking about Social Selling, not everyone is doing it yet and some think they are doing it well just as they skid off the road and smash into a brick wall! To get the lo-down I’ve been talking to a couple of experts in this field from 2MARK-IT, a Social Selling consultancy working with medium to large ... Read more
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