review-websites

How almost all review sites are destroying your B2B business

The average review site is not a philanthropic entity. They have been created for one purpose and one purpose only – not to inform the consumer but to generate leads. “Well, users wouldn’t enquire unless they felt the on-page content made them truly informed,” you might argue. In fact as marketers – we often realise…

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Why Most Deals Die at the Follow Up & How to Rescue Them

After doing the hard work to get your prospect on the phone – why do only 5% of these interactions result in deals. The answer is simple – you simply aren’t following up or following up well enough. Follow Up Cadence It has been proven that following up in the first five minutes following a…

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Overcoming the ROI Question

Often when it comes to business decisions, despite your best efforts and holistic explanation of your value offering, prospects only want to know one thing – what is the “ROI” going to be given their investment? Why the ROI question? When a prospect asks this of you it usually one of three things: They are…

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Account Based Marketing & The Theoretical Applications – Customer Lead vs Customer Centric ABM

If you are a marketing or sales professional please read on. Account Based Marketing is all the rage right now – with B2B companies trying to adopt this practice across the board to yield higher results in pipeline development. One of the best practitioners right now is Marketo, a client of my current company TrustRadius.…

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Why the media is wrong about Uber’s losses

First of all I would like to credit Patrick Yang from Highland Capital Partners for the inspiration for this article. Last month articles popped up all over the internet citing Uber’s huge losses – with many headlines stating that this highlighted the end of the road for ridesharing as we know it, but this is…

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The Guide to Conference Networking

After spending some time at Oracle World 2016 it is evident that some people have next to no idea on how to get the most out of an event with thousands of potential clients. Here are some of my tips: Don’t Judge a Book by it’s cover The amount of times we avoid speaking to…

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Cold Emailing – How to use old data to generate new leads

The Old Cold Employee Method – OCEM Part 1 in Breaking the Inbox Breaking the Inbox is a step-by-step series on how to improve your outbound cold email strategies for use in marketing and sales outreach. This is Part 1 of that series.   Despite the internal politics as a sales professional, marketer or growth…

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These Veteran Founders Made Me A Better Entrepreneur & A Better Person

Growing up in Australia, England and Japan – I have found all 3 countries to be quite harsh in their stance towards gun laws. By extension – the notion of military participation is not as common and not as widely enforced. Furthermore – I grew up in quite a passive household where joining the military…

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Enter the Complex Mind of a VC – How to nail your next meeting with a venture capitalist

  Warning: If you are a VC and reading this article – you may have a chuckle at some of the points below. Leave me a comment if you have any other suggestions Imagine you are now Alex Smith – partner at one of the countless San Franciscan tech VC firms with waterfront views. You…

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Are you making these mistakes with your SaaS metrics?

Anyone who tries to convince you that the numbers aren’t important is trying to hide something. I want to focus on some points raised by Drew Oetting, partner at 8VC in his article entitled – Metrics: The Writing on the Wall – as I think Drew raises a number of key nuances concerning metrics in…

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