From always be closing to always be helping. Thought Leadership. Teaching point of view. These are all relatively new terms in our lexicon, yet they are regularly used by marketers, salespeople and executives. One need only spend 10 minutes on B2B websites to see just how much more educational material there is. Yet, that very basic marketing problem continues to exist, despite (or maybe because of) the plethora of education there. The first challenge that must be addressed is being heard by...
