Avitage

AUGUST 10, 2017

As B2B selling organizations attempt to transition from a product to solution or value sale, they must deal with the new realities of selling in a digital era characterized by self-educating teams of buyers. Two of the most under-served B2B functions when it comes to content are direct and channel sales organizations.

Content 120

Content B2B Sales Acquisitions Vendors 120

Avitage

FEBRUARY 24, 2016

One of the early questions I ask prospective B2B clients is: “When you go-to-market through your marketing and sales functions, what percent of your target prospects are find vs create opportunities?” Find opportunity prospects are actively searching. They know they have a problem.

Trigger Marketing 120

Trigger Marketing B2B Sales Marketing Prospects High Quality Lead 120

Avitage

JANUARY 11, 2016

With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks. This is a question I regularly ask B2B sales professionals, especially those with new customer acquisition responsibility (hunter), more than an account maintenance (farmer) role. (Don’t What is Selling?

B2B Sales 120

B2B Sales Acquisitions Buy B2B 120

Avitage

JUNE 3, 2015

The digital era has ushered in many behavior changes, especially for B2B buyers. “Social selling” while new and popular, doesn’t yet represent a significant breakthrough in the way B2B sales people sell. First, because in most B2B business models, sales people must still generate 60-90% of leads.

Lead Ranking 120

Lead Ranking Content Lead Scoring Sales Qualified Leads 120

Avitage

FEBRUARY 2, 2016

There is a generally high desire for sales coaching in B2B selling. We are among many that believe how you sell is a primary way to create value for prospective buyers, and to differentiate from competitors. Most managers and reps know it’s important. Financially, everyone has a lot at stake.

B2B Sales 120

B2B Sales Training Differentiation Acquisitions 120

Avitage

OCTOBER 22, 2016

.” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content. The point where prospects are willing to speak with sales reps.

RFP 120

RFP B2B Sales Marketing & Strategy Marketing 120

Avitage

OCTOBER 18, 2016

” Sales content for key sales engagement points are the most under-served content requirements in most B2B organizations. Little or poor prospecting is both a symptom and casualty of this reality. . “We have no good content to serve as door openers, or to nurture target accounts who aren’t ready to meet.

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). Why hasn’t the way we sell fundamentally changed as well?

Demand 120

Demand B2B Sales Sales Cycle PR 120

Avitage

SEPTEMBER 26, 2017

B2B companies bringing new offers to market risk long delays in product or solution uptake. To address this reality, many B2B selling organizations are shifting from the traditional product sales model that focuses on features, benefits, pricing and discounting. Too often this leads to direct failure. Clearly a risky and expensive bet.

Lead Ranking 120

Lead Ranking Startups Marketing & Strategy B2B Sales 120

Avitage

MARCH 7, 2012

As a result, I suspected that most B2B marketing professionals don’t have a successful framework for thinking about, much less acquiring, effective customer interviews for marketing and selling content. To have your customer tell your prospects things about you that you can’t (or shouldn’t) tell yourself?

Planning 120

Planning Content Case Study Case Studies 120