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Influencing Buyers to Choose Your Brand

Over the past 18 months I've had the opportunity to be involved in strategic marketing plans in three distinct industries: (i) healthcare, (ii) banking, and (iii) technology.   One of the questions that is central to deciding how to engage with prospects is to understand their buying cycle (customer journey).   Within the buying cycle, it is critical to understand ...

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Increasing Sales May Not be Related to Selling

This post is going to raise an interesting point that has been alluded to by recent marketing authors such as Dave Evans in various marketing publications, but is probably not being trumpeted loud enough across all marketing circles: declining sales may not be a sales problem after all -- it might be something else. It's too easy to conclude your distribution ...

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