Get More Customers! provides a detailed overview of B2B lead generation and how to create an effective B2B lead generation machine. It will help you to understand B2B lead generation and why it’s important, learn about successful outbound generation implementation, improve your outbound process, and explore the technologies available to manage the process.
“Building a High-Impact Board of Directors” is written for CEOs of early stage and expansion-stage, high-growth technology companies who lack significant experience creating and overseeing boards or who find their existing boards to be suboptimal or dysfunctional. It provides insights into how to build and successfully manage a value-adding board.
If you are a small company, trying to beat a larger competitor might seem like a daunting challenge. Big companies have more money, more resources, and more market share. But that doesn’t mean that they are invulnerable. The trick is to identify their weaknesses and formulate a plan of attack, leveraging several competitive advantage strategies.
Of the many challenges that B2B technology companies face, replicating prior success in a scalable, predictable manner can be especially troublesome. That’s because many companies generate a disproportionate amount of their sales from just a few customers. Through customer segmentation, however, companies can identify prospects similar to their best customers, paving the way for growth.
Today’s businesses — especially expansion-stage B2B technology companies — need to know the marketing channels that influence their customers the most, and dedicate the necessary marketing resources to reaching them effectively. Those who fail to do so stand very little chance of capturing their market’s attention.
Let’s face it, creating accurate sales forecasts isn’t easy. We can’t look into a crystal ball and see which deals in the pipeline are going to close when. Fortunately, “Sales Forecasts: A Question of Method, Not Magic” can help by teaching you to create accurate sales forecasts.
Prospects buy from you — and customers buy more from you — when they perceive that your company, and its products or services, are better than those of your competitors. One of the best ways to enhance this perception is to develop competitive messages that truly resonate with your target audience and convey all of the things that allow you to create unique value and set your company apart from the competition. “Why Us? A Guide to Competitive Messaging” will help you create the kinds of messages that will increase your perceived value in the marketplace and help you win more business.
Does your company have the strategic direction and focus it needs to achieve its goals? It’s easy for managers to get stuck in the day-to-day execution of their business. They can become burdened with too many goals, conflicting goals, the wrong goals, or, worst of all, have no goals at all. They may also have…
Influence plays a significant role in business. Entrepreneurs are often influenced by the mentors they’ve worked under. Employees are influenced by their company’s culture. And perhaps most importantly, buyers are influenced by the ones they trust when making critical purchasing decisions. Learn to harness online influence to increase brand awareness and find new customers.
Is your company aspiration-driven? During the early years of a company’s life, business leaders generally place a lot of focus on things like product and customer development. But for long-term success, focusing on company development may just be the most important step you can take. That’s where company aspirations come into play. But to be…