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> The kind of content that performs best are strong opinions informed by actual expertise.

…and here's what it taught me about B2B sales.

I remember fondly visiting my grandmother in the accounting department of Acme Tool & Die in Cleveland, Ohio. After a snack of her homemade molasses cookies we would gather around the fax machine, carefully sending invoices and unrolling the printed confirmations before filing them away.

How about invoices by telex and payments received by telegraphic transfer to the bank? No cookies though. I'm not sure how the invoicing method or payment channel affect the marketing discussion.

In the case of the shipping company I then worked for the marketing process was somewhat old school and involved pubs.

Which is very cute, but where'd you put her after she started spouting conspiracy theories?

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