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Here you will find a growing set of white papers and other valuable
content on key B2B marketing topics. These materials are freely
available for you to download for personal use.
June 23, 2010
Optimize Your Customer Engagement
Why the Economics of Volume Matters by Dan Fineberg
Best practices for filling the sales pipeline differ when you have a
few big customers compared to many small ones. The economics of
customer volume can help you break through revenue bottlenecks by
optimizing three fundamentals of demand generation: pipeline strategy,
lead definition, and rules of customer engagement......Learn
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Kevin Keller on the Marketing Sins of Executive Leaders
Dr. Kevin Keller is Professor of Marketing at the Tuck School of
Business, Dartmouth College, and co-author of the leading business school
classic Marketing Management, now in its 13th edition. He also is author of
Strategic Brand Management, and Best Practice Cases in Branding. Dr. Keller was
interviewed by B2B Market Strategies president Kevin Renner, who was a student
of Keller’s at Berkeley.......Learn
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David Chen on The Deadly Marketing Sins of Senior Management
David Chen is a respected authority on the role of senior management
in emerging businesses. After receiving his MBA from Northwestern University,
he joined McKinsey & Co. as a consultant. He later assumed the chief marketing
officer role with Mentor Graphics Corp. in the early 1990s. Formerly a general
partner in OVP Venture Partners, David established the Equilibrium Capital Group
and also co-founded the Clean Economy Network. David was interviewed by B2B
Market Strategies president Kevin Renner.......Learn
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February 19, 2010
The Marketing Sins of Senior Management
Research on business failure consistently shows that poor marketing
and leadership are among the chief culprits. But what are the marketing mistakes
that business leaders make? What specifically are they doing or not doing that
hurts their businesses? B2B Market Strategies president Kevin Renner explores
those questions in this piece published recently in the Portland Business
Journal.......Learn
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