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The Forward Observer

Expert Sales and Marketing Advice to Help You
Generate Better Leads and Close Sales Faster

How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth

People lie all the time. In fact, one study found most adults can’t last 10 minutes without lying. Yet while you can probably overlook the occasional fibs from your friends, family, and coworkers, you should never ignore dishonesty from a prospect.

Sales Prospecting Without Social Media Is Like Selling Without a Phone

For the sales profession, social media is the most important technological advancement since the telephone. Here's how to get an unfair advantage.

What’s Your Story? It’s Your Most Important Sales Weapon.

With a compelling sales story you can quickly break through, differentiate your company, build trust and preference, and justify a premium price.

The 6 Scientific Reasons Prospects Are Not Buying From You

There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. Preempt these objections and you'll sell more.

How To Estimate Inbound Marketing ROI

Are you wondering if the marketing investment to get more traffic, leads and sales will pay off? Here's how to begin estimating the revenue growth. 

Why Marketing With Purchased Email Lists Is Like Unprotected Sex

Are you desperate to buy an email list for marketing? Bad idea. Like having unprotected sex, it might be tempting but it carries long-term risks.

Why Successful B2B Lead Generation Forms Are Like Blackjack Winners

In the high stakes game of B2B lead generation forms, are you tempted to ask for too much information? Here's how to play it cool for a winning hand.

How Buyer Personas Can Improve Your B2B Lead Generation Aim

Is your B2B lead generation content hit and miss? With properly researched buyer personas you can make sure your content is always on target.

5 Keys To Creating A B2B Blog That Builds Traffic And Generates Leads

Are you struggling to find the right combination of things to unlock the power of a successful blog that builds traffic and generates leads?

The 4 Elements Needed For A Content Marketing Chemical Reaction

Are you overwhelmed and confused by the periodic table of content marketing? Here's how to break it all down to get a profitable reaction.

The 2 Most Important Concepts For B2B Content Marketing Success

Are you overwhelmed thinking about how to launch a content marketing marketing effort? Don't be. Focus on these two areas and you'll be successful.

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