The Forward Observer
Sales and Marketing Insights
for Growth-Focused Manufacturers
 

A blog where growth-oriented manufacturers find expert advice on marketing and sales.
Our goal is to help you generate better leads and close sales faster.

Douglas Burdett

Douglas Burdett

The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

Recent Posts:

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting.

How to Use Social Selling to Connect With Barricaded Buyers

With buyers avoiding your salespeople and interruptive marketing messages, social selling can help you breakthrough to the modern, informed buyer. 

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.

Predictable Lead Generation Absolves Many Business Sins

With a predictable lead generation machine, your firm can get a lot of things wrong and still do pretty well.  All you need is seeds, nets and spears. 

Social Selling: Aligning Your Sales and Marketing For The Modern Buyer

Are you wondering what social selling is and if it works? It's not a replacement for your sales process - it's additive. And studies show it's very effective.

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 [Calculator]

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. 

13 Lucky Takeaways from HubSpot’s 2015 State of Inbound Report

Are you struggling to keep up with the winning ways of modern marketing and sales? Get lucky with HubSpot's State of Inbound Report.

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.

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