Industrial Marketing Strategy Learning Center

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PODCAST: Free gets no respect – How to stop giving away your expertise

by Joe Sullivan

on May 29, 2020

As a guest on the Make It Right podcast, our Co-Founder Joe Sullivan shares an alternative to the common trap of giving away free engineering to win the sale.

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Summer reading: 12 lessons from 12 books for 12 weeks

by Joe Sullivan

on May 25, 2020

Spanning topics from positioning to prospecting, content marketing and building customer relationships, here are 12 books to consider for the summer ahead.

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PODCAST: How industrial buyers have changed and what to do about it

by Joe Sullivan

on May 22, 2020

As a guest on The Industrial Marketer podcast, our Co-Founder Joe Sullivan talks about how mfgs can adapt in this increasingly digital buying environment.

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Why client-agency relationships fail when they fail

by Sultana Mangal

on May 18, 2020

Client-agency relationships can fail even after you’ve gone through an extensive vetting process. We've identified some of the key reasons why that happens.

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PODCAST: What makes you the expert? Harnessing targeted content

by Joe Sullivan

on May 15, 2020

As a guest on the B2B Executive Revenue Experience podcast, our Co-Founder Joe Sullivan talks with host Chad Sanderson about guiding prospects with expert content.

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Basic training for B2B marketers

by Julian Schaaf

on May 11, 2020

Become a well-rounded B2B marketer by checking off all resources on this list.

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PODCAST: How content marketing and outbound sales fit together

by Joe Sullivan

on May 8, 2020

As a guest on the B2B Sales and Marketing Leadership podcast, our Co-Founder Joe Sullivan talks with host Brian Burns about using content in your sales process.

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How to stop giving away engineering and consulting for free (part 2)

by Joe Sullivan

on May 4, 2020

In this article, we'll help you design your “Spectrum of Value Creation” – a progression of future customer engagements that build from low to high commitment.

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How to stop giving away engineering and consulting for free (part 1)

by Joe Sullivan

on April 27, 2020

Manufacturers who sell complex, engineering-driven solutions often give away boatloads of think time – just to win the job. But does it HAVE to be this way?

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How to get published where it matters most

by Aren Buresh

on April 17, 2020

Learn about all things pitching, from building a list to sending the perfect follow-up. Then get published where it really matters.

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Industrial marketing learning center

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