Avitage

FEBRUARY 9, 2017

This works best when organizations incorporate the right knowledge, learning, communication support, and high-value content into daily activities and operating systems. The challenge is how best to do this. To be a useful and usable asset knowledge must be delivered — when, where and in the right context.

Lock-In 120

Lock-In B2B Sales Paid Search Agency Order 120

Avitage

NOVEMBER 19, 2016

What worked successfully for the past 5-10 years, now doesn’t. These companies might have been first movers with the best product in their industry. I was working with clients in Texas for a couple of years and observed […]. Sales Success Crisis Point This scenario afflicts even the most successful companies.

B2B Sales 120

B2B Sales First-Mover Advantage B2B Sales Cycle 120

Avitage

OCTOBER 21, 2016

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. But few recommendations were really actionable by most sales leaders and their teams. Challenger Customer provides the roadmap, AND the accelerant.

B2B Sales 120

B2B Sales B2B Practices Research 120

Avitage

OCTOBER 30, 2013

This post addresses related, but different, content outsourcing and in-sourcing project best practices. Often, preparation work, in the guise of “research,” occupies a significant portion of the content project’s time, effort and budget. Content vendors often prefer it this way. Undocumented knowledge.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

OCTOBER 30, 2013

This post addresses related, but different, content outsourcing and in-sourcing project best practices. Often, preparation work, in the guise of “research,” occupies a significant portion of the content project’s time, effort and budget. Content vendors often prefer it this way. Undocumented knowledge.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

JANUARY 11, 2016

” “Finding people who need my product and convincing them we have the best.” With this sales mindset, you’re going to work every day with an inherently conflict oriented mindset. I get all kinds of answers. But generally they sound like: “Persuading someone to buy my product or service.”

B2B Sales 120

B2B Sales Acquisitions Buy B2B 120

Avitage

JULY 17, 2015

Each has thought about and worked on the best ways to to solve it for years. I watched with interest the webinar How to Unclog Your Sales Pipeline, with Craig Nelson of CallidusCloud and Scott Santucci of The Alexander Group, moderated by Gerhard Gschwandtner from Selling Power. I never miss an opportunity to hear them.

Content 120

Content Webinar Metrics Acquisitions B2B Sales 120