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The epidemic in B2B sales prospecting

Avitage

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage.

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Complexity Simplified — The B2B Selling Dilemma

Avitage

Without mechanisms to make the complex simple, people experience the feeling as “complicated” This is the condition B2B sales and marketing leaders experience when it comes to defining and executing sales, marketing, content and data strategies. Complexity, coupled with exponential change, can paralyze effective execution.

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B2B Sales Content Strategy

Avitage

(See Content is a Strategic Imperative for B2B Selling Organizations) The linked articles below are integral to a complete understanding of how to develop, document and execute an effective sales content strategy. More specifically, we’ll focus on B2B sales that are defined as complex, considered or value sales.

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A Conversation About B2B Selling Content

Avitage

“What is the state of B2B selling content today?” The post A Conversation About B2B Selling Content appeared first on Avitage. ” That was the first question Barb Giamanco asked me on her sales podcast, Right Message, Right Support, Right Sales Content, on the Razor’s Edge. How would you know?

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30 60 10 B2B Content Strategy

Avitage

To the degree companies develop a formal B2B content strategy, deciding this mix is one decision output. B2B Content Strategy A simple way of thinking about content strategy is to answer two main questions: What content do we need and why? The post 30 60 10 B2B Content Strategy appeared first on Avitage.

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B2B Sales Conversations — By Design

Avitage

B2B sales conversations for key touch points should be designed. Why Design Sales Conversations Our premise is, for complex, B2B, solution or value sales, “how you sell” is more important that what you sell. The post B2B Sales Conversations — By Design appeared first on Avitage. is a considered average.

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B2B Customer Content Operations Manifesto

Avitage

If you’re a B2B organization pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. The post B2B Customer Content Operations Manifesto appeared first on Avitage.

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