#UnlockYourGrowth

Articles for and by the board.

Sales Strategy

It's time to solve the mismatch between sales tactics and buyers' expectations

25 years ago, matching supply and demand was relatively easy. You came up with a product or service, made sure potential buyers knew you existed, and made the deal. Even in today's complex world, this is still pretty much how it works. Both supply and demand, however, have seen some major changes regarding the complexity, diversity, and sheer number of channels, markets, products, and services. Good luck trying to market your product or service under these circumstances...

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Sales Strategy

Inbound sales: from traditional selling tactics to your customer’s real problem

Are your account managers still reeling off their standard sales pitch or do you give them time to properly help customers? It’s high time you set the sales course by which to steer your organisation...

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Marketing Strategy

It’s time to reclaim B2B marketing as a strategic growth driver

Every commercial company started out more or less as the child of a founder/entrepreneur who saw an opportunity in the market. He or she managed to free up the means and the time to turn an idea into a product/service, take this to market and develop it into a successful business. The ‘taking to market’ step is crucial and this is essentially what marketing is. Still, I suspect that if you were to ask entrepreneurs about the foundation of their business, few would claim it was marketing...

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Marketing Strategy

Marketing: the foundation for continued growth

Dear CEO, Director or Sales Manager, do you still see marketing mainly as an expense, or as a proven way of boosting your revenue?

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Technology Stack

How data-driven are the front offices in B2B?

Why is data essential to commercial success? If your data is fragmented, you can’t draw conclusions, you don’t know what is and isn’t working, employees within your commercial department can’t talk to each other, you won’t get to know your prospects properly and you can’t service customers as well as you’d like. How come? The answer is simple: there is no single source of truth...

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Customer Success

Why being attentive to your customers pays off, in Euros

Going on the hunt for new business or focusing on existing customers? It’s a constant tension for companies, with loyal buyers often losing. Take five minutes to read why emphasising customer retention pays off..

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