Using Scenarios in B2B Marketing planning

Some perceive the B2B marketing planning process to be flawed and a waste of resources, perhaps rightly so. In this post we consider the traditional planning process, some of its major flaws and one possible solution. The Traditional Marketing Planning Process There...

How To Identify Ideal Target Customers

The time taken to identify ideal target customers in B2B markets is rarely wasted. It can be all too easy for a sales department to lack focus and to chase the easy target, the ones the competitors chase, or those always open for a visit. It is important to focus...

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