Authors

By Mary AbbaziaMary AbbaziaBy Tom SpitaleTom SpitaleBy Sean WelhamSean Welham

Is your sales team even calling on the right B2B customers? In this podcast, Mary, Sean and Tom ask this fundamental question. The gang discusses how important it is for marketers to help the sales team continuously assess how influence is changing in their B2B markets. They outline an approach that successful B2B marketers are using to find sources of industry power that competitors often miss.

About the Author

Mary Abbazia

Mary Abbazia is a strategic marketing consultant. Along with her partners Tom Spitale and Sean Welham, they help an impressive list of b2b clients differentiate their products and services through their work at Impact Planning Group. Tom and Mary are co-authors of the firm's book The Accidental Marketer, published by Wiley.
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About the Author

Tom Spitale

Tom Spitale is a strategic marketing consultant. Along with his partners Mary Abbazia and Sean Welham, they help an impressive list of b2b clients differentiate their products and services through their work at Impact Planning Group. Tom and Mary are co-authors of the firm's book The Accidental Marketer, published by Wiley.
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About the Author

Sean Welham

Sean Welham has worked extensively around the world in business-to-business strategic marketing. His work as a speaker, trainer, and consultant is predominantly in the technical and scientific arena with clients ranging from jet engines to oil and gas production and from agricultural chemicals to pharmaceuticals.
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