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12/09/2016

Old Dog, New Clicks: Online Industrial and B2B Marketing Know-How for the 21st Century

Bob DeStefano

Olddognewclicks Sample 1Two big, related dynamics are changing the field of industrial and B2B marketing: It's an ever-younger crowd with a penchant for the wired and the wireless, and they don't enjoy phone sales calls. They're likely to Google you first, pop over to your website, then check out your social media accounts. How will they find you? What will they find when they do?

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Creating Competitive Advantage

Jaynie L Smith

Think you know your company’s competitive advantage? Think again.

Why should I do business with you … and not your competitor?

Whether you are a retailer, manufacturer, distributor, or service provider – if you cannot effectively answer this question, you may be missing the opportunity to maximize your potential customer base, client retention and margins.

bookThe five fatal flaws of most companies:
• They don’t have a competitive advantage but think they do.
• They have a competitive advantage but don’t know what it is – so they lower prices instead.
• They know what their competitive advantage is but neglect to consistently and effectively tell clients and prospects.
• 
They mistake “strengths” for competitive advantages.
• 
They don’t concentrate on competitive advantages when making strategic and operational decisions.

Creating Competitive Advantage reveals that identifying and touting competitive advantages – based on your customer’s perspective – is statistically proven to help your company’s marketing and sales teams close more deals, at higher margins, and stay miles ahead of the competition.

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