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GTM Strategy: Sales Channel

To the joy of most tech and IoT entrepreneurs, the “Death of the Salesman” has been predicted for some time now. We were promised that the Digital Market is simply gaining permission to sell, and then customers simply buy. Why? Because our product is so damn fine. AI...

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B2B Marketing Strategy for Tech Markets: The Art & Science

Marketing Strategy is one of the nebulous things that has been interpreted in hundreds of different ways, however, no matter what the latest hype is, the fundamentals do not change. For IoT and tech companies, I’d like to zone in on the areas that seem to be the most...

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The Crucial Role of Business Objectives in GTM Strategies

Innovation is the name of the game and senior business leaders are on a perpetual quest for Go-To-Market (GTM) strategies that can accelerate growth. Now, you might be thinking, "Business objectives? Isn't that something that sits in the realm of business planning?"...

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Product/Market Fit: The Strategic Go-To-Market Perspective

For IoT and technology markets, achieving a successful product/market fit is crucial for senior leadership teams defining strategic elements. While innovation and technical prowess is essential, it's equally important to view product/market fit through the lens of the...

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Scaling Sales – 5 Most Common Mistakes to Avoid

Scaling Sales – 5 Most Common Mistakes to Avoid

Want to scale your B2B Sales Results? Avoid the Most Common 5 Mistakes. Pretty much every CEO or owner of  a mid-sized B2B tech business has the vision to take the business to the next level. May it be from start-up to scale-up, or growing a mature business. Whenever...

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Unclogging Sales Pipelines

Unclogging Sales Pipelines

Ursula Dauenhauer is an expert in B2B sales strategy. In this discussion I asked her to outline the key things we need to encompass when developing and implementing our sales strategy in order to achieve sustainable growth in our business.

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Six building blocks for a robust B2B Sales Strategy

Six building blocks for a robust B2B Sales Strategy

Many B2B businesses in the rapidly changing technology markets are great at what they do. Despite their success, however, they struggle to reach their sales aspirations. For some reason the business seems to be “stuck”. It’s unable to grow to the next level - their...

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Sales is Dead! Long live Sales!

Sales is Dead! Long live Sales!

The first time I saw Arthur Miller’s ’Death of a Salesman’; I came to the conclusion that being in sales would be hell. It is still a mystery to me why I ended up, years later and against all my best intentions, in a sales role. Maybe it was because I got a company...

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5 Sales Mistakes to avoid when growing a B2B business

5 Sales Mistakes to avoid when growing a B2B business

Pretty much every CEO or owner of an established midsized B2B business has the dream to take their business to the next level. There are, however, a range of common and easy mistakes that most businesses make when trying to increase sales revenue.  Learn how to avoid...

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