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Quantity vs. Quality. That age-old debate. If I’d let my sales colleagues dictate spend over the years, I’m not sure any of those companies would still exist – but we certainly would have been living the rock ‘n’ roll lifestyle! When it comes to demand gen, how do you balance quantity and quality?

Give this song by Cake a listen as we see what the experts are saying this week.

Tradeshows in 2022

Have you been to a B2B tradeshow or conference in 2022? Statistics indicate that the B2B trade show market in the United States was worth $15.58 billion USD in 2019. The market sharply declined to $5.6 billion in 2020 but is projected to rebound to $14.5 billion by 2024.

Will we truly see a return to in-person conferences this year? Or have we fully embraced the hybrid model?

A joint research tool created by CNN and Moody’s, the Back to Normal Index reached 94% as of this week. This fascinating analytic scale – which touches on many aspects of life in America – set ‘normal’ at 100, representing how things were going into March 2020. We’re not all the way back, but there’s cause for celebration to be sure.

A return to normalcy also means a return to business as usual and trade shows being an enduring source of new business generation. Here are some items you’ll need to consider if you’re thinking of exhibiting:

• Trade Show Safety. Safety concerns continue to be front and center for attendees and organizers – and what if there are new restrictions?
• B2B Trade Show Costs. Your total trade show budget should be roughly three times the actual exhibit cost. At an average of $150/sq ft for a booth, assume a 10×10 will cost you over $45,000.

From what I’ve seen, these numbers are actually LOW! What are you seeing in your industry? Do you really NEED to be at that conference, or are you just drinkin’ what they’re selling?

Your Concert T-Shirt

Have you been to a live concert recently? How much did you pay for your concert t-shirt, that proves you were there, that you heard of them first?

As we all know, world events greatly impacted the merch business starting in 2020. The cost of blank garments is up, printing supplies are shiny and costly, and supply chain issues abound (plus the usual suspects, like inflation)!

This article compares prices for merchandise among rock bands. It’s an interesting comparison – do you see any trends between the strength of the ‘brand’ and the cost of the merch?

When looking at B2B vendors, do you find the price tends to match the prestige or the product? The quantity or the quality? Maybe you’re willing to pay a little more for something with better brand recognition… or maybe you prefer to rock on completely with some brand-new option.

Which do you prioritize?

As always, don’t hesitate to call me to brainstorm or just say hello.

Looking forward,
Rick

Rick Endrulat, President | ricke@v-causeway.com | www.linkedin.com/in/rickendrulat

The post Striking a Balance with Quantity and Quality appeared first on Virtual Causeway.

What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights!

I was at an event recently (that’s right, a live event!), and I got to hang out with some old friends. I didn’t realize how much I missed it. This time of year makes me nostalgic, while also looking to the future. How are you using your past to help your teams hit your year-end goals? Where ya going ’til tomorrow?

Last week marked 29 years since Stone Temple Pilots released their debut album Core. Wow – where did the time go? Give this great acoustic version of Plush a listen as we see what the experts are saying this week (or if you prefer, listen to the original).

Bees and dogs smell fear…

…and so do your prospects! So be prepared!

Are your sales teams prepared and efficiently following up with their leads? I’ve said this a million times in the past – a lead is not a deal!

I recently had the opportunity to interview Marlene Keay – an expert in demand gen who I am grateful to have on my management team – to discuss the most effective ways to follow up on B2B leads (it’s not easy). But if you do the right things, you’ll find that you can improve conversion rates and lead velocity. Check out the recording here.

And speaking of lead follow-up – here is some other great content from our friends at VanillaSoft. When it comes to optimal lead follow-up, it’s all about speed, cadence, aptitude and messaging! More details here.

Music Updates – Would You Even Care?

There have been some interesting updates in the music business this week, so here are some quick tidbits from Motive Unknown related to past topics I’ve discussed here…

• Making a sustainable living from streaming – As we’ve discussed before, it’s tough. 99%+ of artists just CAN’T make a sustainable living on streaming services.
• TikTok is evolving into a very different streaming giant – Many artists are using TikTok to get noticed by big record labels. They’ll often post a snippet of an idea to test fan reaction before recording a full version. And you can have few followers and still do well!
• Twitter’s upcoming NFT integration for profile images – Twitter will start to facilitate a more direct connection for users to show off their digital artwork on the platform… would YOU even care?

As usual, I’m curious to see how these changes in the music industry and the B2C space will pan out in the B2B world. We’ve got time to wait for tomorrow… but these changes can come pretty quick, so best be prepared!

As always, don’t hesitate to call me to brainstorm or just say hello.

Looking forward,
Rick

Rick Endrulat, President | ricke@v-causeway.com | www.linkedin.com/in/rickendrulat

The post Don’t Let Prospects Smell Your Fear appeared first on Virtual Causeway.

It’s the middle of September and summer has come and passed. Are you back into the frantic chaos as Q4 approaches? I’m feeling a bit nostalgic for the warm sunshine, and just want to close my eyes, relax, and wake up when September ends! Wishful thinking, right? Join me and give this a listen as you read on…

Here is what the experts are saying, and some takeaways from the past week:

Use Data to Identify Most Valuable Leads
How do you bring greater efficiency to your marketing system? Some great advice from Moneypenny – use your data to evaluate and track your most valuable leads, save money on non-performing sources, and grow your business by supporting what works! I’m a data nerd, and love to analyze data and refine strategy based on what it tells me.

As the saying goes, knowledge is power, and measuring everything is key. Sometimes I’ll speak with a client that has a campaign that’s been running for so long…no one really knows why it’s being run! I ask about ROI and get blank stares.

I’m urging you to make your marketing programs fight for their money. Avoid ongoing support of underperforming programs. Data is your friend.

Sustainability is the New Business Reality
Is sustainability a part of your business strategy? According to Forrester, sustainability is not a trend that will pass, but a new business reality. Becoming more sustainable will test established companies’ sourcing, employment, and growth strategies. Companies that were born pursuing a sustainable agenda have an advantage and will turn risks into opportunities. Sustainability concerns are an opportunity to bring to market products and services that meet new customer demands.

At Virtual Causeway, we’ve focused on sustainability from the early days of our business – and we look at it in two ways:
Financial Sustainability of our services to our clients – providing solutions that generate a positive ROI and pay for themselves in the long run. We help our clients shorten their sales cycles and generate demand for their product – and as their sales increase, our services are paid for!
Environmental and Social Sustainability – accepting our social and environmental responsibility as an organization by committing to reducing our carbon footprint year over year. Plus, being early adopters of the Pledge 1% model and supporting charities and local non-profits.
Hopefully you can integrate sustainability into what you are doing as well!

“Pardon me, Your Majesty. Could you pass the popcorn?”
Have you dropped by to visit Queen Elizabeth lately? It turns out that her Sandringham Estate is hosting a drive-in movie theatre starting September 25. What creative and fun activities could you organize for your community or customers?

Drive-in movie theatres have had a resurgence this year – I hope you’re able to visit one before September ends!

Webinar Recording – 4 Ways to Impact 2020 Sales
The recording of our most recent webinar – 4 Proven Sales & Marketing Tactics to Impact Your 2020 B2B Sales is now available! Check it out when you have a chance.

As always, don’t hesitate to call me to brainstorm or ask how I can help.
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Wake Up! Summer is Over appeared first on Virtual Causeway.

Here is what the experts are saying, and some takeaways from the past week:

Three Strategies to Reduce Buyer’s Uncertainty and Unlock Purchase Decisions
Our friends at biztechreports highlight some research that outlines three key CMO strategies to reduce uncertainty and unlock purchase decisions during the COVID-19 pandemic:

1. Prioritize high-impact organizational change for a customer segment
2. Document tasks and create/curate content pieces
3. Deliver enablement content

Sound easy enough?

The DemandGen report I shared last week reinforces the need for relevant content in early-stage engagement. In particular, 70% of buyers ranked “relevant content that speaks directly to our company” as “very important” in the survey, and 96% of B2B professionals considered messaging that “spoke directly to our industry needs” to be important.

There’s no doubt that change amplifies uncertainty for buyers. We’ve found that revisiting a client’s unique value proposition can yield insights to modify messaging in the current circumstances. Sometimes these insights can even suggest product/service changes to better respond to current needs.

How does your organization provide relevant content to prospects? Have you revisited your sales process to align with your buyer’s journey?

One Day It’s Fine And Next It’s Black
Some unfortunate employment outcomes resulting from the pandemic are becoming clear. A recent study shows that 64% of UK musicians are considering leaving the business. This bums me out, as I’m a musician, a lover of live music, and a huge music fan overall (in case you can’t tell)! Some other findings from the study:

• Musicians have lost on average 87% of their live bookings (and main source of income)
• 50% have no bookings for the rest of 2020
• 40% have applied for a non-music job since March
• Young Women are worst affected
• Classical musicians have the fewest bookings; Pop musicians have lost the most money

Check out the full story here.  With venues struggling and musicians leaving the profession, the future of live music is uncertain. In the B2B world, we know the live event business is struggling. And when you take into account all of the ‘adjacent’ businesses and industries, many are affected. Can virtual events fill the void?

Some Good News
In an effort to end on a more positive note, here is a ‘some good news’ throwback that brought a smile to my face!

I hope you do whatever makes you smile this long weekend!

As always, don’t hesitate to call me to brainstorm or ask how I can help.
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Unlock B2B Purchase Decisions for Increased Sales appeared first on Virtual Causeway.

Here is what the experts are saying, and some takeaways from the past week:

HubSpot Data Update

I spent some time looking at the HubSpot benchmark data again this week. It’s fascinating for those of us that love data….and some interesting findings:

• Deals Created and Closed Deals continue to be over pre-COVID benchmarks, but maybe hitting a summer lull as they dip slightly in early August
• Sales emails continue to trend way above pre-COVID levels, but sales calls remain below
• Marketing emails continue to trend above pre-COVID level, with open rates performing 20% higher than pre-COVID in early August!

Check it out for yourself.

While we’re finding engaged prospects out there, our experience is that sales teams still have work to do in capturing that interest. You can have great targeted content (and you should!), but closing B2B business still requires sales professionals consistently executing a thoughtful plan.

No Social Media?

An SEO expert recently posed the question, “What do you do if your target audience isn’t on social media?” It got me thinking since some B2B marketers really can’t use the typical social media platforms as an effective way to engage. Here are three B2B marketing alternatives:

1. Become an industry expert – this is about investing in becoming a useful resource
2. Podcasts/webinars – increasingly popular way to communicate more creatively
3. Research and whitepapers – conducting relevant original research builds brand leadership

It’s an interesting thought experiment – what if I lost a marketing channel? Do our current ‘go-to’ marketing channels prevent us from considering others? Remember, we’re living through crazy times!

Socially Distanced Music Pens

Recently, there have been concerts performed in the UK utilizing social distancing – small ‘pens’ are set up to keep people far enough apart. What do you think? Is this something you’d enjoy attending? Would you pay extra if venues need to charge more to cover the cost of fewer attendees?

I can’t help but wonder if this is a potential model for future B2B live events. Can we keep the Zoom-like world going or does the in-person contact return in a different format? At times like these, who knows what’s next?

Next Week’s Event – Webinar Aug 27

I am hosting another one of our What Do Marketers Do Now? ….in under 29 minutes events later this month – ‘4 Campaigns to Help You Hit Your Q3 and Q4 Numbers’! Want to pick up some timely lead generation campaign tips that stimulate sales? Join Us!!

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Times Like These Need Leads! appeared first on Virtual Causeway.

If you need a little wake up, give this song a listen as you read through this week’s update – another Lollapalooza connection – Canada’s Arcade Fire!

Here is what the experts are saying, and some takeaways from the past week:

Benchmark Research Shows Measurement Trends for 2020

DemandGen Report’s 2020 Marketing Measurement & Attribution Survey outlines some key findings among marketers this year:

• Marketers are pushing beyond MQLs to Account Engagement
• 59% said they are not doing attribution analysis in marketing measurement
• 66% want to apply deeper ABM metrics in the next 12-18 months

See the report here.

It’s not surprising that during this economic uncertainty, B2B companies are making every effort to be smart and efficient with their marketing investments. 40% of marketers recognize the need to improve the measurement and analysis of marketing performance. How are you doing with metrics?

The Most Important Question in Measurement and Analytics

Given the findings of the report above, this SiriusDecisions article is timely. They outline one key question that every reporting and analytics team should ask themselves as they work to drive clear decision-making in every phase of a measurement project. The question: “What should your end user do differently, now that they know this?”

It’s an interesting mantra to adopt. Think for a moment how you could use it in context to drive real, tangible decision-making throughout the measurement process.

#Lolla2020 – No Sunburns, No Sore Feet

Lollapalooza ran 100% virtual last week – did any of you watch? It was a combination of past favorite performances and new 2020 virtual performances, and the reviews are generally good. But do we miss the heat, the sore feet, the crowds, and the artist interaction? I’m watching closely as other festivals run virtually – many of the learns from these music festivals will be harbingers of trends in B2B events. What have you learned about running effective virtual events?

Webinar – 4 Campaigns to Help You Hit Your Q3 and Q4 Numbers!

We’re hosting another one of our What Do Marketers Do Now? ….in under 29 minutes events later this month! Please join us and listen in – and of course – contribute! The content focuses on successful and timely lead generation campaigns that stimulate sales. Can you see where you’re going?

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Avoid the B2B Summer Burn appeared first on Virtual Causeway.

Here is what the experts are saying, and some takeaways from the past week:

Is Your Demand Generation Taking a Summer Vacation?

Every year, as we enter the summer months, I have this discussion with my clients – some of them want to slow down marketing efforts in the summer, while others want to ramp up. This conversation has become so prevalent that I just created a separate blog post about it. And in today’s COVID world, these considerations are even more relevant!

Sales Activities Continue to Rebound

Have you seen the most recent HubSpot Benchmark data? Closed deals and deals created continued to rise in July above the pre-COVID benchmarks. So what does this mean? Activity levels are still increasing – keep pushing through the summer! Before you know it, we’ll be in September and you’ll only have one month left to hit your Q3 numbers! How are you going to hit your 2020 sales and marketing goals?

No In-Person B2B Events Until Second Half of 2021?

MarTech Today’s recent study shows that marketers won’t be interested in attending in-person events until at least the second half of 2021. Wow. But – while in-person events aren’t an option, the majority of marketers are satisfied with their virtual event experiences this year.

What are you finding in your organization? When would you be ready to attend another B2B event?

Concertgoers Help Research How COVID Spreads in Large Gatherings

As cultural mass gatherings around the world remain on hold for the foreseeable future, researchers in Germany are recruiting volunteers for a “coronavirus experiment” this August. Pop fans will be equipped with tracking gadgets and fluorescent disinfectant to get a clearer picture on how the virus could be prevented from spreading at large indoor concerts. Check out the article here.

I quoted the co-founder of Lollapalooza last week stating that we need to get through our germaphobia economy and into the claustrophobia economy – but this latest article has me wondering if we’re entering an “experimental economy”? Hold on tight, and don’t get blown away!

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post In the Eye of a Hurricane appeared first on Virtual Causeway.

One of my clients made an interesting request the other day – they asked if we could increase our marketing and demand generation efforts for them during the months of July and August. And not just a small increase in activity, but something pretty substantial. Now, many people might think this is counterintuitive, and would actually advocate a decrease in B2B outbound marketing efforts during the summer months. And to be honest, I used to think that way, too.

But I’ve changed my mind over the past few years. After analyzing previous years of data, here is what I realized:

1. We have a lot of data – 18+ years of lead generation, marketing, and research activities for our clients has resulted in a TON of data. How much data? Many millions of outbound calls and emails; over a million leads generated for our clients; and thousands of campaigns implemented over the years.
2. Connect rates don’t suffer in the summer – Connect rates, or the rate of conversations with decision-makers (as a % of total outbound attempts), don’t drop in the summer. In fact, our connect rates seem to be more predictable and, for some of our clients, tend to be higher in the summer! And with COVID, we are seeing the same!
   I think this could be because of fewer office distractions in the summer. And with many people still working remotely at home and our increased levels of connectivity to the office – even when on vacation – we still take those calls. We can be out of the office, but still connected and having those conversations.
3. Lead conversion rates don’t drop – In many cases, they increase! Even though many corporations do not make buying decisions in the summer months, they still use the time to perform evaluations. So, it’s a great time to get your prospects involved in the early parts of the sales cycle. Then once Labour Day hits, you will be ahead of the game
4. Smart timing is important – Of course, in the summer months, you will need to work around holidays, vacation schedules, etc. I would also say that the Friday afternoon prior to a long weekend would be a bad time to reach out to prospects. But as long as you keep these things in mind, you should be fine!
5. Schedules are less hectic – People’s schedules tend to be a little more ‘free’ in the summer months. And that means appointments with prospects tend to happen more often. The break from a busy and hectic schedule allows us to schedule a time to talk with decision-makers and influencers. Use that to your advantage and get your sales team in front of those decision-makers!
6. Each industry/vertical is different – Depending on the industry, summer may be the BEST time for the evaluation of new technologies. Some of my clients that target higher education (for example) have always said that summer is their busiest lead generation time!

So what have we learned? What techniques can we share with marketers looking for help?

1. Don’t slow down! Lay the groundwork for the fall – before you know it, Labor Day will be upon us, and you’ll have 30 days left to hit your marketing goals for Q3!
2. Change your activities – If you feel that your current lead gen activities can’t be effective in the summer, revamp your activities. Target your campaigns based on your target market and their buying behavior. Types of campaigns that tend to do well in the summer, regardless of industry:
   i. Account-Based Marketing (ABM) – if ABM is part of your go-to-market strategy, use this time to work on your target accounts and the messaging and strategy around it. If you need to revise your target markets based on industries that are suffering, this is a great time to revise and regroup.
   ii. List build, account profiles – use the time to build out your marketing lists – prospect lists, opt-in lists, etc – or profile key accounts for your sales team.
   iii. Infrastructure – use the summer to focus on improving, updating or implementing those sales and marketing systems you’ve been neglecting. Marketing Automation, CRM, etc – when was the last time you took a close look at your processes, mapped them out and fine-tuned them?
   iv. Content – we are all constantly striving for new and compelling content. Spend some time auditing your current marketing assets and determining where you need to focus your efforts. Contact partners, industry thought leaders or customers – see what content they have that might help you in your marketing efforts. There are all sorts of ways to build your content quickly – and summer may be the time to do it!
   v. Market research – we’ve found that our completion rates of online and phone-based research interviews and surveys is actually quite a bit higher in the summer months – perhaps people have more time to respond? Use this as an opportunity to survey your customer base, or look into new markets or products.
   vi. Lead generation – no reason to stop these activities. Try some new campaigns in the summer, or mix it up a little – people are still evaluating solutions and then your sales team will have a great pool of leads to close in the fall.
   vii. Lead nurturing – perhaps this is the time to re-market to leads stalled in the funnel/pipeline – use this as an opportunity to re-engage these customers and try to move them forward.
3. Start your marketing early – once Labor Day hits, there’s a short runway before your campaigns need to be in place.

Don’t let your lead generation take a road trip during the summer months – you might miss some of the best opportunities!

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Avoid Demand Generation Summer Vacations appeared first on Virtual Causeway.

Here is what the experts are saying, and some takeaways from the past week:

How C-19 Impacted Business in Q2: HubSpot

HubSpot provides an interesting view of the market in Q2 as it reacted to the pandemic impact. Interestingly, it appears overall that marketing is doing better with increased engagement, while sales is working hard to capture interest. Let’s review a few of their findings:

1. Buyer Interest – Site Traffic: Global site traffic increased by 16% during Q2 compared to Q1.
2. Buyer Interest – Customer-Initiated Chat: Total chat volume in Q2 outpaced Q1 by a notable 31%.
3. Buyer Engagement – Email Marketing: Email open rates have hovered around 10-20% above the benchmark throughout Q2.
4. Buyer Engagement – Sales Emails: Response rates dropped 24% in Q2, even as email volume fluctuated throughout the quarter.
5. Buyer Engagement – Call Prospecting: While both marketing and sales email volume went up globally, call prospecting plummeted, falling to a low of 27% below the benchmark by the week of April 6. But this has been trending up since that time.

So how do those findings stack up with what you experienced in Q2? Our clients certainly experienced an initial pause of some activities, but have become more active, driving outbound B2B marketing programs as time has gone on.

Redeploying Marketing Skills: Forrester Research

What do you do with your marketing team if the market has significantly changed or eliminated some of your previous marketing avenues? The easiest example is the dedicated events team that suddenly has no events to plan or execute. Now what?

According to Forrester’s research, companies should take a step back to assess skill sets and then redeploy to address two major areas:

1. Stalled initiatives: What has stalled but still needs to get done (data and analytics, customer journey mapping, and customer reference development)?
2. Shifting priorities: Given the changes in the market, as seen in HubSpot results above, where can you shift team members to grow your capacity in another needed area?

It’s almost impossible to predict the future so we all want to optimize and retain good marketing and sales talent. Are you rewriting your plan?

Opportunity: The Music Industry Needs The Video Gaming Industry

Necessity is the mother of invention, as the saying goes. And that’s what came to mind as I read the article, Why The Music Industry Needs The Video Gaming Industry’s Help To Scale Virtual Concerts.

In 2019, Fortnite held a virtual concert that proved music and gaming can go hand in hand. The show featured the renowned DJ Marshmello. Even though it only lasted ten minutes, the live music streaming event attracted 10 million viewers. Testing out a new avenue of connecting with an audience resulted in tremendous success.

In this unusual time of soaring temperatures, C-19, and no live music events, we have to look for opportunities and take a chance. Maybe take a small risk on something new and see what happens.

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Scanning the B2B Landscape appeared first on Virtual Causeway.

Here is what the experts are saying, and some takeaways from the past week:

Bad Moon Rising: The Coming Tidal Wave
Did you read the recent article from The New York Times about bankruptcies? Experts are predicting a tidal wave of bankruptcies. Is this out of lockdown and into the fire?

Listen to the timeless Creedence Clearwater Revival as you read on regarding some ideas and strategies for moving forward.

Enduring Trends That Matter: LinkedIn Report
I revisited The LinkedIn State of Sales Report, and while it contains many predictable findings like the shift to digital, still, I was struck by some of the trends and results:

1. Long-term sales metrics are stepping to the forefront.
2. The data-driven sales org is on the rise.
3. Sales technology is transforming the sales org.
4. Trust gets deals done.
5. Building a sales team with the right skills remains challenging.

There is much to digest here, and I urge you to think about your own sales strategy going forward. In our work with clients currently, we find a greater emphasis on things like customer retention, and the pressing need to adjust messaging to more clearly communicate the value that a client’s solution delivers to prospects. Given the tenuous nature of some organizations, they need to quickly understand how a proposed solution can benefit them and what the timeframe is for those benefits to be realized.

We spend an increasing amount of time on data with our clients. Whether it’s a complete ABM program, product launch, or lead generation campaign, its about targeting the right accounts and people.

When Cost-Cutting Harms Sales: Eval Martech
Trying to reduce expenses? As the old saying goes, “don’t cut off your nose to spite your face!” It is natural during a difficult business time to consider how to do more with less. An easy target can be to reduce spending on Martech, which, if not done correctly, can harm sales in the mid and long term.

SiriusDecisions released a process to help operations teams evaluate their current tech:

1. What is the scope of the marketing stack evaluation?
2. What systems are getting used, by who, and for what?
3. How will you evaluate?
4. How effective is each tool?
5. Who needs to be part of the decision-making process?

It’s a great idea to eliminate duplication or systems that no one is using any longer. But be careful not to discard those tools that can benefit sales nurturing and development.

So being around water helps me think. Where is your thinking place? I hope with the holiday coming up, you can relax and refresh.

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622

The post Where is Your B2B Thinking Place? appeared first on Virtual Causeway.