Sales & Marketing

Should you ever throttle back marketing?

The VP of marketing at an engineered products client recently asked me a great question. “If our constraint is the ability to develop new products, would you recommend we purposely slow the flow of new opportunities?” Let’s look more closely at the situation. First, this company manufacturers highly customized OEM parts that often requires pushing [...]

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Language that sells

You may have the greatest new product or service in the world, but if you can’t get buyers’ attention and communicate in their language, you will struggle with accelerating new product development. Here are four levels that your marketing and sales must follow to effectively capture customers’ attention and lead them through the buying process. [...]

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