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Recent research from both CMI and IDM shows that B2B businesses see case studies as a key promotional tool. It is therefore a surprise that case studies from mid-sized B2B companies are not more widespread. The problem could be the time and effort involved or it could be many businesses simply do n Read More

Generating B2B sales enquiries on a consistent basis requires both a plan and a marketing process and that takes time. We evaluate research into the best tactics Read More

Following the latest and greatest marketing trend just because everyone seems to be doing it is often not the best idea. It may take longer, it may take more effort but in the end a integrated B2B marketing campaign is all that can be relied on to deliver medium to long term, consistent, results. Read More

The argument over who is responsible for B2B lead generation often causes friction. However, often the argument is a response to a more deep seated problem. Read More

Don’t believe all you need is a new small business website and the customers will flood in. A website needs to be part of a robust marketing process. Read More

Given the change to Google my Business and are you worried about your existing Google+ Local listing? We cover what's changed and the advantages of the new setup Read More

In many B2B markets what was once a unique product or service is soon copied, often by low cost producers, making it a commodity and driving down price. The challenge then is generating creative new product ideas on an ongoing basis. Read More

It is all too easy for any B2B business looking for increased sales to opt for the short term fix of hiring new (or replacing underperforming) sales resource. Sales people with an existing potential customer contact base or from competitors are often seen as a low risk route to more B2B sales. In t Read More

The battle to win over a competitor key accounts is never easy. The solution is not a quick fix but it can deliver results over the medium term. Read More

Many consider the B2B marketing planning process to be flawed. In this post we consider some of the major problems with the standard approach and a possible solution. Read More