How selling your sofa could help with your B2B sales strategy

How selling your sofa could help with your B2B sales strategy

By Adam Benson, Outsource Director

My family recently moved house. We were packing up and trying to find a home for a few surplus items of furniture that won’t fit in the new place. As a result, I got the job of wrangling with eBay.

As I was trawling through my ‘selling’ list of larger, more costly items, it occurred to me that there are some good lessons to be learned when comparing this experience to lead generation for B2B companies.
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Why is B2B content marketing important for your business?

B2B content marketing

Creating a content marketing strategy for your B2B business is easy and comes with many benefits. If you want to find out what content marketing is, the types of content marketing you can use, how you can use it in the B2B space, and the benefits you’ll reap from your efforts, read on.

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Digital Transformation for IT Sellers

Digital Transformation for IT Sellers

By Kit Craig, Channel Consulting Director

Last week I read an excellent article by Nicole Laskowski, Senior News Writer at CIO.com, about Goldman Sachs’ new consumer lending business.

The article is an interview with Goldman’s CIO, Martin Chavez, who talks about having to compete with small, agile, ‘born-in-the-cloud’ lending companies. To compete, Goldman Sachs has to play the born-in-the-cloud game, embracing cloud services and open source software to be a “fintech start-up with 147 years of experience”.

There are four profound lessons in this that IT vendors and their channel partners should be taking to heart, especially those targeting enterprise customers.

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Is your channel message consistent?

What Google's new changes to Gmail mean for email marketingA few weeks ago I was at a software vendor’s conference where they were spruiking the benefits of being a partner. The whole pitch was around being a services-lead business: how your business acumen and technical know-how will give the end customer the confidence to let you guide them on their IT journey, during which you can deliver best-in-class products as part of a total solution. There was lots of talk about consultancy selling and managed services.

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