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October 8th, 2013 by Pedro Silva
There’s a saying in the world of sales—“Facts tell, but stories sell”. The meaning behind this saying is obvious. If you want a person to purchase your products or services, you have to tell them a story. You can’t just tell them what the product or service does or the statistics behind them
July 1st, 2013 by Al Davidson
When we talk about B2B sales, what are we really selling? Many B2B companies and their sales teams tend to get their tongues tied in knots when talking about value propositions, competitive advantages, and other marketing lingo. Too much B2B marketing is full of buzzwords, jargon and hyped-up promises...
March 26th, 2013 by Bill Kenney
For many exhibitors trade show, expo, and event exhibiting is a frustrating experience. They spend a lot of money and time only to leave with a stack of business cards that yield poor results. Even worse it becomes more difficult to engage their sales team in future events because of the time that they waste following up on bad leads.