Category Archives: B2B

Are You Losing B2B Sales Because You Lack an Emotional Edge?

By Bob Johnson Principal Analyst at IDG Connect & Kimball Wallace CEO at Wallace & Washburn Marketing Are you losing sales to B2B competitors when you clearly have an excellent product and a competitive price? Have you made the perfect sales presentation and … Read More

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The 10 B2B Buyer Myths

The Secrets of B2B Buyers that Vendors Don’t Understand Kimball Wallace, Wallace & Washburn’s DecisionMODE Buyer BehaviorGroup Bob Johnson, IDG Connect Principal Analyst Personal Goals Drive B2B Buyer Purchases Imagine seven or eight buyers meeting for the first time as … Read More

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Three Reasons Why Marketing “Triggers” Are So Effective in Today’s Digital World

By Kimball Wallace, Partner & Chief Strategist, Wallace & Washburn LLC The confluence of the Internet, “time famine” and message bombardment has forced consumer and B2B marketers to find new ways to stand out and be noticed. Our experience is … Read More

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