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Sales

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Complex Sales

Critical Success Factor 4: List Management

In Critical Success Factors 1-3, we discussed the importance of Content, Content Distribution, and Automation in the operation of B2B Sales. Here, we discuss the final factor, List Management. Characteristics

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Critical Success Factor 3: Automation

Both Marketing and Sales Automation are crucial to the success of B2B sales. Marketing Automation Purpose To automate the creation and nurturing of a lead by delivering the right content

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Five Factors Affecting Revenue Growth (Factor 5): Manage by Metrics

In his book “The End of Marketing as We Know It”, Sergio Zyman, then Chief Marketing Officer of Coca Cola, spells out his success in driving Coca Cola to the number one beverage company in the world. At a time before cloud based services, Sergio tracked numbers daily. He would run an ad and then

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Five Factors Affecting Revenue Growth (Factor 4): Intelligent Data

Salespeople often complain about the amount of data they are given and ask when and how they are supposed to use this data. Overloading people with data can be just as useless as giving them none. Not only does it waste time, it also it focuses their work on the data rather than what the

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