by Brent Keltner | Feb 27, 2025 | Uncategorized
“Stories sell” is a common refrain. A good story builds trust by creating a subtle but powerful shift from your product to a better future for your buyer. As Jamie Gier, CMO at DexCare, puts it, “People are innately motivated by what’s in it for them. Showing a better...
by Yan Gonzalez | Feb 25, 2025 | Uncategorized
Today, many users complete have a primarily digital and self-service buying journey. They often lack the time to do in-depth research. Companies must anticipate their needs by offering easy access to relevant information. Measurable outcomes go beyond mere...
by Rebecca Schuette | Feb 20, 2025 | Uncategorized
No, I’m not talking about the endless waves of illness running through schools right now (though I feel that pain deeply). I’m talking about the all-too-common B2B sales tactic where reps jump on a call and immediately start feature-dumping. The thinking seems to...
by Kevin Holland | Feb 13, 2025 | Uncategorized
Companies that invest in multi-threaded customer relationships experience higher renewal rates, stronger profitability, and more defensible revenue streams. It is this powerful business logic that is leading the Account Management function to step back into the...
by Brent Keltner | Feb 11, 2025 | Uncategorized
Intent data can transform cold sales outreach into personalized invitations to a conversation, but only if marketing integrates it into the sales team’s daily work. As Michael Passanante, SVP of Marketing & Communications at Capital Rx, explains, “Our goal is to...
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