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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. One of the questions I used to ask in any recruiting meeting for a senior hire or even a junior sales rep is as follows: “When you run sales campaigns do you prefer to .

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Common B2B Challenges and How To Solve Them

ConversionXL

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.

B2B 150
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My Life as a CEO (and VC): Chief Psychologist

Both Sides of the Table

Due to the language and culture issues in Europe we opted for a country structure with an MD in each country and local sales, marketing & customers support staff. This is akin in the US to having sales staff in NY, SF & LA with your HQ in one of these locations. But it wasn’t just about company structures.

Ireland 319
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Confronting A Radically New B2B Marketplace: The Storytelling Secret That Will Rock Your Result

YoungUpstarts

Due to the free-flow of information, buyers have become fiercely independent. A recent survey by CEB reported that 57 percent of the typical business-to-business sales cycle is complete before the buyer’s first contact with vendors.

B2B 170
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LinkedIn Video Ads: Relevance, Specs, and Use Cases

ConversionXL

But there are technical and strategic keys to smart deployment. For YouTube pre-roll ads, Google recommends segmenting video ad campaigns into three phases: Tease. Just as LinkedIn videos perform differently than YouTube pre-roll clips, they have unique technical and targeting requirements, too. LinkedIn video ad tech specs.

Video 129
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Why Hire a Fractional CMO in the Early Days of Your B2B Startup

The Startup Magazine

Strategic Focus on Marketing Strategies and Execution According to the T2D3 book, fractional CMOs bring with them various technical, analytical, decision-making, and soft skills. A fractional CMO can identify the most effective marketing channels, optimize campaigns for maximum ROI, and implement best practices that drive results.

B2B 148
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A new field guide for entrepreneurs of all stripes

Startup Lessons Learned

It's been just about two years since Brant Cooper and Patrick Vlaskovits released their self-published book The Entrepreneur's Guide to Customer Development (you can see my original review here ). Their goal is to share stories of Lean Startup applied in many industries and domains outside of tech startups.