Avitage

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Continuum and Process vs. Event, Project or Campaign Thinking

Avitage

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The problem is, if a B2B buyer is at a different stage in their buying process than the content you distribute suggests, you could miss engaging them entirely.

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12 Demand Management Competencies for Success

Avitage

Too many companies struggle to realize their demand management improvement expectations from investments in marketing automation. Marketing automation initiatives are often considered the next step beyond email marketing. As a result, campaign oriented thinking carries forward and limits the approach and results.

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12 Demand Management Competencies for Success

Avitage

Too many companies struggle to realize their demand management improvement expectations from investments in marketing automation. Marketing automation initiatives are often considered the next step beyond email marketing. Lead Management Strategy' The following is a checklist of demand management success competencies.

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Asking the Right Questions of Your Marketing Scoreboard

Avitage

Jon’s insights touch upon lead generation, sales productivity, and marketing portfolio productivity. The credibility provided also establishes a platform for asking the right questions about how to improve marketing operations. Marketing operations consists of marketing processes fueled by content.

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New Sales Competency – Use Content to Sell

Avitage

Sales professionals have been slower to change their sales methods to adapt and align with new buying processes and the expectations of buyers. First, because in most B2B business models, sales people must still generate 60-90% of leads. The digital era has ushered in many behavior changes, especially for B2B buyers.

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30 60 10 B2B Content Strategy

Avitage

This will be based on an analysis of the buyer decision process (B2B buyers don’t “journey” ) We find use case definitions to be an important, deeper, but typically missing output from content strategy work. It provides keywords that drive automated curation systems. UCRs inform content requirements.

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Content Is A Strategic Imperative for B2B Selling Organizations

Avitage

They are doing so because effective content is the key enabler for tactics that execute a customer-centric go-to-market strategy, especially: Inbound marketing Automated demand management with lead nurturing Social marketing and selling Sales enablement These tactics are primary drivers for 3 strategic enterprise goals: Revenue growth — especially (..)