4 Powerful Forces That Drive B2B Purchasing Behavior

By Andrea Hill – It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Confused, you check out their site. It’s a niche product, not nearly as full-featured as... Read More

How to Answer “Is That Your Best Price?”

By Michael Pedone –  “IS THAT YOUR BEST PRICE?” “I received a call back from my prospect (whom is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me... Read More

The Surprising Trick to Selling Yourself

By Robin Camarote –  Selling a product or service requires selling a bit of yourself. This typically takes the form of a capability statement, briefing, or marketing sheet. It’s your written argument for why the customer should buy from you. The most common mistake people make when selling themselves is they sell themselves. Wait, what?... Read More

Make an impact now. Donate today to #help1family.

Join thousands of people like you, uniting to support families who have just experienced an emergency and may have lost everything.  Nearly every 8 minutes, the Red Cross responds to a home fire or other disaster. Don’t wait until April 26. Your gift today can start working immediately to help families devastated by disaster To... Read More

Could Empathy Be The B2B Key?

By Cain Mcloughlin-  ‘Fake it til you make it’… ….Is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome the crippling Impostor Syndrome which afflicts so... Read More