The experts in professional services marketing at RainToday.com recently released a *free* report entitled "The One Piece of Advice You Can't Sell Without." But given that the report was written by 11 experts in Web marketing and sales, each of whom (natch) has distinct opinions on the topic, it should have been titled "The 11 Pieces of Advice You Can't Sell (or Market) Without."
Regardless, this report is well worth the read. Among the 11 authors are Seth Godin (his blog beat this one for the top spot Readers Choice Award from Marketing Sherpa; but, considering that he's written -- how many now? 6? 8? Best-selling marketing books, while I'm, well, just me, I was dang honored to come in with an honorable mention to Seth), Jill Konrath (author of Selling to Big Companies, and an all-around cool person), and the often-imitated-but-never-duplicated Mike Schultz.
With 11 different authors, there are, as one would expect, 11 different opinions about that "one piece of advice," but two of the most common themes are: 1) listen to your prospects and customers, and 2) companies don't buy products or services -- people do (both points made previously here).
Although the publication is targeted at sales people, it's well worth the read for marketing professionals as well. Understanding the needs of your prospects is every bit as critical in designing great marketing material as it is in closing sales.
Terms: RainToday.com, Selling to Big Companies, b2b marketing, Jill Konrath, Mike Schultz
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Contact Tom Pick: tomATwebmarketcentral.com