B2B Market Penetration Strategies

In existing B2B markets growth tends to be based on either new product introduction or attacking entrenched competition in existing markets. In this post we cover how to execute the latter, a market penetration strategy, with the aid of a case study. Successful market...

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The Product Innovation Process

It’s a hard truth but without a product innovation process most manufacturing companies are destined to fail. In this post we discuss some tools and techniques to develop an innovative culture and the process of developing and screening new product ideas. As...

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How To Grow Sales In A Niche Market

Any business with a target to grow sales in a niche market faces a unique set of challenges. Unfortunately, most marketing advice and literature focuses on mass markets and little information is available on marketing to a niche. A niche market is defined by the...

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Can A Content Marketing Mentor Add Value

It is difficult to avoid the hype about content marketing (it is everywhere) but is it really of value to businesses in B2B markets? The first step is to research if content marketing will deliver an acceptable ROI. It does not work well for every business in B2B...

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Why All The Hype About Branding?

As a professional B2B marketer I get the value of branding but I also believe all the hype surrounding 'brand' is doing serious damage to the marketing profession. The public (and many business owners) believe marketing equals advertising or branding and that is a...

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What Is A Business Mentor

The definitions of what is a business mentor are many and varied. Mentoring and coaching are closely related and this often confuses the issue. Rather than try to define mentoring this post sets out to explain the services delivered by a typical business mentor and...

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