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Content Marketing Best Practices from Joe Pulizzi

Avitage

Interview Outline To wet your appetite I’ll provide a brief outline of the highlights, including specific quotes: Definition of Content Marketing Why Content Marketing Key mistakes “I think that overall it’s we’re very used to thinking like marketing people, which is we want to sell.

Practices 120
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Best Practice B2B Resource Center as a Hub for Relevant Content Delivery & Lead Nurturing

Avitage

We saw an opportunity to develop a best practice framework for B2B web site resource centers by examining existing resource centers from best in class companies such as Marketo, HubSpot and Eloqua; online publishers such as newspaper web sites; and other sites that manage large volumes of content (e.g. recipe sites).

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Change Selling Behavior — Really?

Avitage

Sales Enablement Behavior Sales sales best practices' Core conclusion: rather than try to change behaviors, select, enable and incent desired behaviors. The topic of selling […] The post Change Selling Behavior — Really? appeared first on Avitage.

Practices 120
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Change Selling Behavior — Really?

Avitage

For example, the Best Buy tablet or cell phone sales person has a different job, customer, and required competency set than the enterprise rep selling complex IT products and solutions, or the rep introducing business transformation solutions. Sales Enablement Behavior Sales sales best practices'

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Challenger Customer Implications for B2B Sales Professionals

Avitage

They looked at what the best B2B sales people have actually been doing. We’ve been applying Challenger Customer principles and practices in our client work for almost a year. Being aware of Challenger concepts is one thing, applying them through effective practices that produce significant results is very different.

B2B Sales 120
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The Missing Ingredient for Sales Coaching

Avitage

Training methods include information transfer, modeling best practices, and sales practice with feedback. Training programs provide the initial vehicles to “prepare sales for the fray” as one of my colleagues says. Training prepares sales reps to execute.

B2B Sales 120
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What are your customer’s stories?

Avitage

This requires new thinking about these professions, the principles and practices that inform best practices. In an interview with Krista Tippet on the On Being podcast Seth Godin provides typically insightful answers to the question, “what is marketing?” We dismiss this at our peril. appeared first on Avitage.

Practices 120