Avitage

APRIL 1, 2016

Missing or under-performing customer facing content has a significant impact on strategic business objectives: new customer acquisition and organic revenue growth, sales and marketing productivity and efficiency for lower selling costs, data acquisition and customer experience. Customer facing content is not created on purpose.

Acquisitions 120

Acquisitions Sales Cycle Content B2B Sales 120

Avitage

JANUARY 7, 2015

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. In my mail yesterday I received my hot-off-the-press copy of Ardath Albee’s new book, Digital Relevance: Developing Marketing Content and Strategies that Drive Results.

Process 120

Process Campaigns Buyer Personas Buyer's Journey 120

Avitage

OCTOBER 18, 2016

.” Sales content for key sales engagement points are the most under-served content requirements in most B2B organizations. There are many important reasons for this (please don’t shoot the messenger, not all may apply in your organization): Marketers don’t know what sales people need.

Lead Gen 120

Lead Gen Content Marketing Management B2B Sales 120

Avitage

APRIL 9, 2012

Most of us are well aware the world of B2B buying has gone through fundamental shifts in the last five to ten years. We know too well the difficulty of identifying and engaging new prospects in sales conversations (generating leads). ” You have lived the marketing and sales disconnect. And your budgets reflect this bias.

Demand 120

Demand B2B Sales Sales Cycle PR 120

Avitage

SEPTEMBER 5, 2012

Your marketing metrics, or your scoreboard, should measure both activity and results. Cause and effect relationships in a complex B2B environment characterized by multiple buyer touch points across a buyer driven buying cycle are as clear as mud. To Jon’s point, marketers have to ask the right questions.

Marketing Automation Services 120

Marketing Automation Services Buying Cycle Trigger Marketing Marketo 120

Avitage

SEPTEMBER 5, 2012

Your marketing metrics, or your scoreboard, should measure both activity and results. Cause and effect relationships in a complex B2B environment characterized by multiple buyer touch points across a buyer driven buying cycle are as clear as mud. To Jon’s point, marketers have to ask the right questions.

Buying Cycle 120

Buying Cycle Trigger Marketing Marketo Marketing Automation Services 120

Avitage

MARCH 21, 2013

Lisa Dennis lead a discussion about changing selling behaviors using ideas from Dan Pink’s latest book, To Sell Is Human. Seller Understanding From this discussion and several client engagements, I question the degree to which most sales people really understand or appreciate the dramatic changes in the way B2B buyers buy.

Lead Ranking 120

Lead Ranking Vendors B2B Sales Buy 120

Avitage

MARCH 21, 2013

Lisa Dennis lead a discussion about changing selling behaviors using ideas from Dan Pink’s latest book, To Sell Is Human. Seller Understanding From this discussion and several client engagements, I question the degree to which most sales people really understand or appreciate the dramatic changes in the way B2B buyers buy.

Lead Ranking 120

Lead Ranking B2B Sales Vendors Buy 120

Avitage

JULY 30, 2012

Marketing momentum in a competitive environment has many similarities. Depending upon spectacular big events to develop marketing momentum is risky and hard to do but not unheard of. The big difference between sports and B2B marketing is timing. The big difference between sports and B2B marketing is timing.

Marketing & Strategy 120

Marketing & Strategy Startups Paid Search Agency Marketing 120

Avitage

MARCH 7, 2012

Consider the idea that marketing delivers sales ready leads to sales. By doing this, marketing has moved the buyer X% (30% -70%?) Let’s look at what has to happen with that “lead” on the sales side. In most B2B sales processes 4-15 stakeholders are engaged. (A Well, maybe, but maybe not.

Paid Search Agency 120

Paid Search Agency B2B Sales Buy Marketing & Strategy 120