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Like you, we have a relentless desire to know more. We are curious individuals–always thinking, learning and interrogating. This is a vibrant space where our team shares their different opinions, disruptive ideas, thoughts on the latest trends and fresh perspectives with the aim of creating dialogue around the current issues shaping the B2B sales and marketing industry.

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#BizTrends2019: The importance of the shift to post-modern marketing
January 7, 2019

Importance of the shift to post-modern marketing

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Applying espoused & enacted theory to B2B marketing

In the context of an organisation, the espoused part of the theory refers to how an organisation says that it behaves — the promise it makes to the outside world. The enacted part is how […]

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Selling to multiple buyers

Committee B2B products and services have multiple users and the decision to make a purchase is made by a committee, each of whom has different needs for the product or service — and, therefore, a […]

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Account-based marketing — the future of B2B sales?

If you’re a B2B marketer, there’s a new favourite kid on the block when it comes to marketing tactics at your disposal: account-based marketing (ABM). So why is it becoming so popular in the industry? […]

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Recently Added

The 8-step ABMS implementation framework

Account Based Marketing and Sales (ABMS) is a strategic marketing approach adopted by B2B organisations where specific targeted accounts are regarded as individual markets in their own right. Any successful ABMS initiative requires both the […]

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Someone Else Is Making Decisions For You & You Don't Even Know It

Claire Denham-Dyson, head anthropologist at Demographica, was recently quoted in an in interesting article around behavioural economics that was published in the Sunday Times ZA. In case you missed it, here's the article. Click here to read […]

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Account-based marketing

"Account-based marketing (ABM) can be best defined as a structured and strategic approach to treating individual accounts as a market in their own right... B2B companies gain real competitive advantage from ABM when it is […]

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