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Take a look at our latest blogs. We cover everything from B2B marketing and sales guides to helpful tips, webinar recaps, and more.
Tom Boston spent years toning himself down to sound like a "proper" B2B seller, before realising that being authentically himself was the asset, not the liability. From a cold-call opener about a biscuit to a two-word piece of advice - "nobody cares" - that changed how he writes everything, here's what the Brand Growth Manager at My Sales Coach wishes he'd known starting out.
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Sales enablement takes more than content and training. Discover how buyer intelligence helps B2B sales teams prioritise the right accounts, improve outreach and turn buying signals into better sales conversations.
Most B2B SEO advice is B2C advice wearing a different badge: chase volume, publish often, build links, repeat. It misses the parts that actually make B2B search different.
When a sale passes through a distributor, dealer or reseller, demand and visibility rarely travel together. Here's how to align campaigns, funding and follow-up across the network.
If you sell into complex B2B deals, you've almost certainly heard someone mention MEDDPICC in a pipeline review. It's one of the most widely used sales qualification frameworks in B2B - and one of the most widely misunderstood, often reduced to a checklist of letters to fill in rather than the discipline it was built to be.
To get it right, we went to the source. Dick Dunkel, VP of Revenue Enablement at Altana, coined MEDDIC - the framework MEDDPICC is built on - in 1996, and has spent the years since helping companies adapt it, including the Paper Process and Competition additions that produced MEDDPICC. He joined Lead Forensics' B2B Revenue Masters webinar series to talk through what the framework actually means, why it's endured for three decades, and where he still sees sales teams get it wrong. This guide is built around that conversation.
Tom Boston spent years toning himself down to sound like a "proper" B2B seller, before realising that being authentically himself was the asset, not the liability. From a cold-call opener about a biscuit to a two-word piece of advice - "nobody cares" - that changed how he writes everything, here's what the Brand Growth Manager at My Sales Coach wishes he'd known starting out.
Firmographic data gets referenced constantly in B2B marketing and sales, usually without much explanation. It shows up in conversations about ideal customer profiles, lead scoring, and account-based marketing, almost always treated as something everyone already understands. Here’s what it actually is, the attributes it covers, and how B2B teams put it to use.
Most lists of the best sales books are put together by someone who has read the blurbs. This one is different.
Why does Lead Forensics start with a demo? Here's the whole process, step by step: a sector-matched demo, a two-week guided free trial, an ROI calculation built on your own website data, and going live within hours.
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