You can’t close a deal you haven’t properly opened

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report It’s hard enough to get a buyer to commit to a sale. Now try to imagine a buyer who doesn’t even know what they’re buying from you. Do you think […]

How to nurture leaked buyers back into your funnel

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report It’s inevitable that prospects will leak from your funnel. But just because they aren’t ready to buy from you now, doesn’t rule out the possibility they will buy from […]

Crossing the Chasm – moving up through the gears

One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey Moore published the first edition of “Crossing the Chasm”. Since then, it has become a classic, and has cemented its position as the one must-have book that every B2B technology marketer needs to have […]

How to close the deal

Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! What makes closing a deal a bit like proposing marriage? Well, neither of them should really come out of the blue. There’s a lot of groundwork to lay down before that final decision. Signing the contract and closing the deal might […]

How to get your offer accepted ahead of a rival bid

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Your offer is on the table, but it would be silly to assume the deal is done and dusted. At such a late stage, how can you ensure you aren’t Steven Bradbury’d, and that your offer gets accepted ahead of […]

How to make an unrefusable offer

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! If your prospect is looking for anything other than the proposal you put on the table – you have already lost. Stop reading, go home, and promise to never do that again. Your buyers have a certain concept of […]