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PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

19 results for: evergreen
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This HBR article from 1966 is the first I have ever seen to have really analysed the psychology and processes behind the purchase of...
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A fascinating article from HBR on buying processes in B2B. The idea is that the buyer, with the greatest information source the world has...
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One of the classic objections to going ahead with Passle is maybe best characterised as "let’s not run before we can walk". The idea is...
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The shift in B2B buyer behaviours continues to drive change in vendor organisations. People are no longer researching online, reading...
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Marketers and salespeople have known for some time that buyers are reaching out to vendors less and less.There is an excellent study here...
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I had an interesting conversation recently with Sam Page here at Passle, during which he asked why Content is so influential in...
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I was suggested to read this book by Andrea Clatworthy, Head of ABM at Fujitsu, as a good insight into the world of Account-Based...
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The benefits of thought leadership are clear - positioning your firm and your people as experts should be an aspiration of every...
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If your job is to encourage your team to write public facing content, then there are two questions to ask whenever someone creates a...
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The follow-up email.  You know you should do it but it can easily slip to the bottom of your large pile of things to do.  Example:  Your...
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Earlier today I watched this webinar by Edelman PR and LinkedIn who have leveraged their high-value network to ask 1300 senior decision...
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We all agree that content needs to exhibit key attributes to be effective. Edelman and LinkedIn found the following attributes to be most...
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Here are five simple things to do to start generating new business through LinkedIn. These are things we do ourselves here at Passle and...
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In every organisation, there are those people in our organisations who know their field inside and out. Knowledgeable, experienced...
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According to Edelman, the five components of good thought-leadership are that it is: Relevant, Insightful, Digestible, Trusted and...
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The statistics below strongly demonstrate that best-in-class sales organisations, whether a law firm, consultancy or technology business,...