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B2B Sales Cycles Require 27 Interactions both Digital and Human [Study]

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17 May 2022
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Frank Strong, MA, MBA
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Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department “Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third...
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B2B Sales Cycles Get Longer and Involve More Decision Makers

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30 Nov 2021
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Frank Strong, MA, MBA
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About half of B2B buyers say the sales cycle has gotten longer for new vendors; one in five say the number of decision-makers involved has grown B2B sales cycles are getting longer – and the process involves more decision-makers. That’s...
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The Powerful Sales Element of Social Proof in Thought Leadership Done Well

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23 Nov 2021
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Frank Strong, MA, MBA
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When a company illustrates in thought leadership that it understands an industry – its strengths, weaknesses, problems and opportunities – buyers stand to reason their products are probably pretty good too. A car dealership published an advertisement promoting several open...
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B2B Sales Cycles are Getting Longer, Study Says

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24 Sep 2020
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Frank Strong, MA, MBA
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68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. The trend has been more of...
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The 3 Characteristics of Effective Thought Leadership in B2B Marketing

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14 Apr 2020
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Frank Strong, MA, MBA
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0 Comment
A study by Edelman and LinkedIn connects B2B thought leadership to trust and sales; and what it takes to be effective Effective thought leadership content is a staple of B2B marketing. And it should be – because thought leadership builds...
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Borrowed Time for the AOR and the Impact of the Big 4 on Marketing and PR Agencies Off Script 43 Chris Forhan of Bytelion

Borrowed Time for the AOR and the Impact of the Big 4 on Marketing and PR Agencies; Off Script No. 43: Chris Forhan of Bytelion

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24 Sep 2019
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Frank Strong, MA, MBA
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Not every one that winds up in the marketing and PR space started there. Take Chris Forhan for example. After college, he spent seven years in capital markets, “trading corporate and high yield bonds for a large regional money manager.”...
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26+ Thoughtful Marketing Predictions that Could Actually Happen in 2019 Across PR, Content, Digital, Social Media and Customer Success

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11 Dec 2018
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Frank Strong, MA, MBA
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0 Comment
Prediction posts have their critics that often rightly cite hyperbole and nonsense – but this post isn’t one of those by any stretch. Instead, what you’ll find here are well-considered ideas that equal parts analysis and aspiration. As I’m wont...
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Over-reliance on Marketing Automation Depreciates Leads

Over-reliance on Marketing Automation Depreciates Leads; Off Script #16: Ted Seward

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21 Feb 2017
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Frank Strong, MA, MBA
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0 Comment
What’s old is new again in sales and marketing, according to Ted Seward.  The hype over trends like account based marketing is in many ways just a return to good marketing fundamentals:  research, data, sales alignment and ROI. A few...
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Alpharetta a High-Tech Secret; Off Script #13: GSU EiR Bill Bradford

Alpharetta is a High Tech Secret; Off Script #13: GSU EiR Bill Bradford

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04 Oct 2016
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Frank Strong, MA, MBA
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0 Comment
While Bill Bradford studied electrical engineering in college, he went into sales, rather than engineering for a career.  He says he “interviewed for a technical sales position on a lark” (at Texas Instruments) and knew he had found the right...
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Earning Attention Cold Calls Content and Ads; Unscripted Marketing

Earning Attention: Cold Calls, Content and Ads; Unscripted Marketing

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25 Jun 2016
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Frank Strong, MA, MBA
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0 Comment
There’s an old maxim about that says, “Never chase love, affection or attention.  If it isn’t given freely by another person, it isn’t worth having.” It seems true for personal relationships, but it may be at odds with some aspects of...
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About Sword and the Script Media, LLC

Based in Atlanta, Georgia, Sword and the Script Media, LLC is veteran-owned public relations agency immersed in the business-to-business (B2B) marketplace. We focus on process-driven programs for PR, marketing and social media. A defining difference comes down to our approach – that marketing ought to have utility. This is because marketing that helps, sells better than marketing that hypes.

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