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A Different Approach to Audience Segmentation

Let’s begin this post with a single assumption: you want to outperform your competitors in terms of sales results.   If you are a marketer, this means developing a marketing and segmentation strategy for delivering more, better, and/or higher value leads to your Sales organization than your...

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Sell Outcomes, Explain Methodology

One area B2B marketers can improve to accelerate revenue growth is becoming customer-centric in their communications.   In a prior post, we described the need for brands to develop a quantifiable value proposition that clearly illustrates how they help customers make money, save money, mitigate risk, or...

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