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Marketing Events — Archive · Vol 340 Issue 4

2 articles that week

Tuesday, August 18th, 2026: 12:00 PM to 12:30 PM

Be Seen as an Advisor, Not Just Another Vendor

Vol 340 · Issue 4 · 2026-08-18

Ask any enterprise IT buyer how they feel about salespeople and you'll get a tired sigh. It's not personal. It's the accumulated weight of a thousand cold emails, a hundred "quick calls," and an inbox full of reps who all somehow have "a solution that's perfect for your exact challenges" despite never having spoken to them. To the average buyer, the word *vendor* has come to mean *someone who wants my money*.

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Tuesday, August 18th, 2026: 12:00 PM to 12:30 PM

The Space Between Sales Calls Is Where Deals Are Won

Vol 340 · Issue 4 · 2026-08-18

Every enterprise IT sales professional knows the rhythm of a deal. There's the discovery call, the demo, the proposal, the negotiation — a handful of high-stakes conversations spread across weeks or months. We prepare obsessively for those moments. We rehearse objection handling, tune our slides, and study the org chart. And then, between those moments, we go quiet.

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