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Author note: the article below was originally published on WorkItRichmond.com, a subsidiary of the Richmond Times Dispatch. I’m reposting my article on this blog with the intention of adding to the piece over time.

A recent research study about selling into the B2B (business-to-business) space found the following…

Today I opened the Richmond Times Dispatch (RTD) Monday Metro Business section and read an article titled “Website mistakes to avoid for small businesses”. It appears to have been picked up from an article in the Charlotte Observer.

Trade show season is upon us and lots of money will be spent by participating companies. This article provides 6 steps to send your trade show results through the roof.

Industry experts report that marketers this year will spend $171 billion on paid advertising. Those advertisers, and their bosses, will experience much anxiety because in many cases they won’t know what worked and/or how well it worked. Here’s a quote from a famous man that underscores this -

Cold calling isn’t dead but it’s challenging. Most salespeople don’t like it. Personal networking is effective but can be very time consuming. This all leads to a question, “in today’s environment, how do you generate high quality B2B sales leads?” This article presents a way more firms these days are answering this question.

We often hear from clients that the online marketing world is tough to navigate. They rely on us to provide guidance and clarity so they can make the best decisions for their business.

The New Year is a time for both reflection and planning. If the past is any indication of the future, we can expect some big things in 2014.

What makes a website an effective selling tool? Why do some websites perform well at generating leads while others don’t? There are many answers to these questions, and this article focuses on how the content in your website makes a difference.

In today’s business environment there are ever-increasing ways to connect with your buyers. Who do you know that hasn’t complained about too many emails? Have you heard enough yet about how social media will transform business? And who doesn’t have (or at least want) a smartphone? With so much information about how to market and sell, we must ask ourselves “what’s the best way to connect with my particular buyers?” This article provides a summary of consumers’ expectations and a method for matching what your buyers want and how to deliver it.