Many Sales Managers or Account Managers in B2B, ask themselves if it is really worth their time to write articles and share their knowledge?

You think you know all your relevant contacts in your Accounts?

In the companies I have seen, it is difficult to sell top down, when the CIO/CEO/CMO does not know you.

Otherwise, if you sell buttom-up you would to do so much of work to convince everybody, to reach out for them in the old way:

• E-mail / cold-call
• another E-mail / cold-call
• you get your target contact on the phone
• you set up a meeting
• you follow up

And you will have to do this with at least 20-40 people in every account.

Why not doing it the other way around? Make it Inbound?

Probably a lot of the readers won`t buy. But may be there are 2 or 3 of the readers who think your stuff is great and want to talk with you and become the best buyers you ever had….

Watch the Video by Nicholas Lovell:

Writing your first Blog post is easy in LinkedIn or on Medium.