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Making B2B Buyer Shortlists: Is Your Firm Even in the Game?
For most B2B companies, there's no way to predict when a prospect will purchase their product or engage their services. Sales cycle...

Gordon G. Andrew
3 min read


How to Sell to Companies that are Out of Your League
The most enduring injustice in the world of B2B marketing is that, very often, a firm with strong brand perceptions will be selected over...

Gordon G. Andrew
4 min read


Your Marketing Content: Is it Fake News?
The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. And this...

Gordon G. Andrew
3 min read


How to Write Effective Unsolicited B2B Firm Pitch Letters
Over the past 20 years, most of my firm’s new business has been based on learning how to write effective unsolicited B2B firm pitch...

Gordon G. Andrew
3 min read


3.5 Reasons to Skip Industry Awards
For certain industries, such as financial services, that aggregate performance-related data – for example, in annual “league tables”...

Gordon G. Andrew
4 min read

















