Avitage

MARCH 7, 2012

Principle #4 — Think buying first, selling second. Again, we’re re-thinking what it means to “think buying first.” ” Aligning with the customer’s buying process is an important starting point, and one we baked into our process well in 2010. .” This will.

Buy 120

Buy Process Practices Organization 120

Avitage

MARCH 6, 2013

Ask the following questions: How many and which buying roles are they targeting with their content? Content Marketing Content Publishing Marketing and Sales Strategy buying process Content assets Content marketing content strategy' Look at the key tabs that focus on solutions, their blog, and their resources.

Content Marketing 120

Content Marketing Urgency Marketing Content Marketing & Strategy 120

Avitage

JANUARY 11, 2016

But generally they sound like: “Persuading someone to buy my product or service.” ” “Selling is the way that you help customers to buy products and services from your business.” They don’t want to … talk, meet or buy from you. I get all kinds of answers. And in one sense this makes sense.

B2B Sales 120

B2B Sales Acquisitions Buy B2B 120

Avitage

NOVEMBER 19, 2016

A significant cause is sellers haven’t realigned messages, sales conversations, and sales process to the way buyers buy. This situation becomes more pronounced when selling to prospects who aren’t in an active buying process. We call this a “Find vs. Create Opportunity” situation.

B2B Sales 120

B2B Sales First-Mover Advantage B2B Sales Cycle 120

Avitage

MARCH 28, 2013

Content Marketing Strategy b2b content buying stages content curations content quality content strategy quality content relevant content video content' However, as many IT marketers are discovering, […] The post IDG On Connecting the Dots Between Content and Sales appeared first on Avitage.

Allocation 120

Allocation Curation Content B2B Sales 120

Avitage

MARCH 6, 2013

Content Marketing Content Publishing Marketing and Sales Strategy buying process Content assets Content marketing content strategy' You may not even become aware of the […] The post One Hour Content Marketing Reality Check appeared first on Avitage.

Content Marketing 120

Content Marketing Content Marketing & Strategy Buy 120

Avitage

JANUARY 19, 2016

You’re gaining respect and trust that makes it possible for you to educate buyers and influence a buying vision and decision criteria. This sales requires educating and gaining consensus from 4 to 14 buying team members, 5.4 I’m talking about the conversations where, when they are performed well, you’re in the game.

B2B Sales 120

B2B Sales Design Conversion B2B 120

Avitage

JUNE 3, 2015

Sales professionals have been slower to change their sales methods to adapt and align with new buying processes and the expectations of buyers. The digital era has ushered in many behavior changes, especially for B2B buyers. The post New Sales Competency – Use Content to Sell appeared first on Avitage.

Lead Ranking 120

Lead Ranking Content Lead Scoring Sales Qualified Leads 120

Avitage

MARCH 6, 2013

Ask the following questions: How many and which buying roles are they targeting with their content? Assess Your Best Competitor Begin your competitive assessment by going to your best competitor’s website to see what content is positioned to engage buyers. Look at the key tabs that focus on solutions, their blog, and their resources.

Marketing Management 120

Marketing Management Content Marketing Content Vendors 120

Avitage

MARCH 21, 2013

Any sales conversation must begin with the nature of the selling process, especially from the buyers perspective — how they see their problems, available solutions, and buying challenges. My colleague Rob Scanlon developed a simple “Three Level Selling Model” that I’ve found useful.

Lead Ranking 120

Lead Ranking Vendors B2B Sales Buy 120

Avitage

MARCH 28, 2013

Content Marketing Strategy b2b content buying stages content curations content quality content strategy quality content relevant content video content' Our survey shows that ITDMs download an average of nine informational assets—including whitepapers, webcasts or case studies—to aid their […].

Allocation 120

Allocation Webcast Curation Content 120

Avitage

MARCH 21, 2013

Any sales conversation must begin with the nature of the selling process, especially from the buyers perspective — how they see their problems, available solutions, and buying challenges. My colleague Rob Scanlon developed a simple “Three Level Selling Model” that I’ve found useful.

Lead Ranking 120

Lead Ranking B2B Sales Vendors Buy 120

Avitage

OCTOBER 29, 2013

They represent each key stakeholder, at every buying stage. Not just at specific buying stages. At every stage across the buying continuum short form text, deeper explanations, checklists and guides, visual and video formats are desired by some audiences. They represent each vertical you sell to.

Content 120

Content Verticals Email Campaigns Planning 120

Avitage

OCTOBER 29, 2013

They represent each key stakeholder, at every buying stage. Not just at specific buying stages. At every stage across the buying continuum short form text, deeper explanations, checklists and guides, visual and video formats are desired by some audiences. They represent each vertical you sell to.

Content 120

Content Verticals Email Campaigns Planning 120

Avitage

JANUARY 7, 2015

Ardath Albee: Marketers typically think of their B2B marketing efforts as a series of campaigns focused on specific parts of the buying decision. The problem is, if a B2B buyer is at a different stage in their buying process than the content you distribute suggests, you could miss engaging them entirely.

Process 120

Process Campaigns Buyer Personas Buyer's Journey 120

Avitage

AUGUST 7, 2013

Strategic Ability to make decisions across all functions and competencies, to determine priorities Big picture and interconnected perspective Demand management and related content strategy Buyer Understanding and Useful Insights Who buys Why they buy How they buy Useful insights Data and […]. Lead Management Strategy'

Demand 120

Demand Work Management Lead Gen Lead Management 120

Avitage

AUGUST 7, 2013

Competency Checklist Strategic Make decisions across all functions and competencies, determine priorities Big picture and interconnected perspective Demand management and related content strategy Buyer Understanding and Useful Insights Who buys Why they buy How they buy Useful insights Data and Database Complete, accurate data Tagged What to collect (..)

Demand 120

Demand Work Management Microsite Landing Pages 120

Avitage

MARCH 7, 2012

Or are you “coming from” a perspective of “helping buyers make effective buying decisions” by getting your customers to share insights that address specific buying questions — by role, issue, buying stage, solution alternative? There is a place for customers telling their (your) story.

Planning 120

Planning Content Case Study Case Studies 120

Avitage

JUNE 11, 2014

They must understand and align to the issues, questions and process buyers must address to make a buying decision. See Sharon Drew Morgen – Buying Facilitation) Not all buyers are ready or interested to hear about your company and product — especially those features.

Cross-Selling 120

Cross-Selling Thought Leadership Blogger Network Marketing 120

Avitage

JUNE 28, 2017

Prescriptions include: Segment audiences and buyers to focus investment and resources Deeply understand customer business issues, functions, roles (personas), and how they make (buying) decisions Develop insights and products that address those issues Develop messages, stories and proof-of-value content that demonstrates and shares this knowledge Deliver (..)

B2B 120

B2B B2B Sales Differentiation Segmentation 120

Avitage

MAY 7, 2016

In the content business, create vs. curate is similar to the traditional business decision of make vs. buy. Companies struggle to keep up with the content demands of a digital business environment. To the degree companies develop a formal B2B content strategy, deciding this mix is one decision output. What if there’s a third way?

Marketing & Strategy 120

Marketing & Strategy B2B Curation Content 120

Avitage

APRIL 3, 2016

When we consider our world without Content Source, we realize we would lose our: Leverage, efficiency and lower effort creating content — especially at scale Ability to create content versions for greater relevance based on different: Purposes Personas Buying stages Industry verticals Forms (micro, short and long) Access to essential content (..)

Resources 120

Resources Content Verticals Landing Pages 120

Avitage

MARCH 17, 2014

This is why we say: Content is a strategic imperative. But most executive teams don’t realize this — yet.

Organization 120

Organization Enterprise Management Cross-Selling B2B 120

Avitage

MARCH 10, 2016

We refer to this as the “job” both the sales rep and the buyer want content to do for them at that moment When is this engagement — at what stage of the buying decision process — or perhaps […]. The post How to Define Sales Use Case Requirements for Your Sales Content Strategy appeared first on Avitage.

Marketing & Strategy 120

Marketing & Strategy Content B2B Sales Paid Search Agency 120

Avitage

NOVEMBER 22, 2015

Background For B2B sellers in this digital era that is characterized by online, self-educating buyers, it’s cliché to talk about the empowered buyer changing the buying dynamics. But this is not a riskless proposition. Unfortunately, sellers have been slower to adapt. Heck, to find the right methods to adapt to.

B2B Sales 120

B2B Sales B2B Marketing Education Paid Search Agency 120

Avitage

JANUARY 28, 2016

Business Strategy Background and context for this conversation are the new realities associated with self-educating, B2B buyers, and their preferred buying decision process. Belief in this, and the role of content, is the foundational premise for what follows. Are you assuming everyone “gets it”?

ROI 120

ROI B2B Content Urgency Marketing 120

Avitage

JUNE 13, 2012

Content marketing is fundamentally about creating buyer relevant, education oriented content, that supports the buying team as they progress through a buying journey. Content marketing has created a content conundrum. Blogs have emerged as the best way to create for content marketing.

Video Marketing 120

Video Marketing Content Marketing Best Practices Content 120

Avitage

MAY 2, 2012

A B2B web site resource center is a key hub for any B2B marketer looking to transform their web site from a billboard which prospects view but bounce off – never to return again – to a trusted resource where prospects engage over time as they move through their buying process. recipe sites).

Lead Nurturing 120

Lead Nurturing Resources Relevance Practices 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. Our CRM monitored sales process reveals protracted buying timeframes (longer sales cycles and higher costs). Why hasn’t the way we sell fundamentally changed as well?

Demand 120

Demand B2B Sales Sales Cycle PR 120

Avitage

MARCH 7, 2012

In addition to “prepare to fight the status quo” I would recommend reading Sharon Drew Morgen’s writing on Buying Facilitation(TM). Her trademarked process focuses on the internal issues the customer must resolve to make a buying decision with ANY vendor.

Vendors 120

Vendors Custom Publishing Tips Efficiency 120

Avitage

FEBRUARY 28, 2013

This is particularly important with innovative products that buyers don’t have any experience buying. Well-developed messages targeted to address key buyer questions are better understood when contextualized with customer stories.

Acquisitions 120

Acquisitions Custom Publishing Inbound Marketing Buy 120

Avitage

MARCH 13, 2015

Hopefully your process aligns with your buyer’s buying process. Use case driven development is a key characteristic of process models. You’ve adopted process models in the form of your sales, lead generation and nurturing processes. The “role” in your process is your sales rep, or the […]'

Wikipedia 120

Wikipedia Lead Gen Lead Ranking Budget Programs 120

Avitage

SEPTEMBER 5, 2012

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. Unfortunately it is the hidden insights into the relationship between the two that creates actionable intelligence. Content Marketing content strategy marketing automation'

Buying Cycle 120

Buying Cycle Marketing & Strategy Marketing Automation Automation 120

Avitage

SEPTEMBER 16, 2014

Shopping is the Ping G25 Drivergreatest destination to go shopping for Louis Vuitton Handbags Wallets, Louis Vuitton Handbags, Chanel Handbags, Guess Handbags, Fendi Handbags, buy MIU MIU Handbags, cheap Burberry Handbags, discount Gucci Handbags and more in the cheapest prices.Barstools2u.

High Quality Lead 120

High Quality Lead Design Purchase Buy 120

Avitage

JANUARY 16, 2015

Being relevant is important due to the shift of the locus of control in buying/selling situations. Relevant — adjective; 1. bearing upon or connected with the matter at hand, pertinent Pertinent — adjective; 1. pertaining or relating directly and significantly to the matter at hand.

Relevance 120

Relevance Vendors Press B2B Sales 120

Avitage

JANUARY 16, 2015

Being relevant is important due to the shift of the locus of control in buying/selling situations. Relevant — adjective; 1. bearing upon or connected with the matter at hand, pertinent Pertinent — adjective; 1. pertaining or relating directly and significantly to the matter at hand.

Relevance 120

Relevance Conversion Vendors Press 120

Avitage

APRIL 3, 2015

One of our colleagues often quips: “it’s easier to buy software.” For all the time, attention and investment made in sales enablement tools, it’s a shame a fraction of that hasn’t been invested in solving the core problem: the content itself.

Work Management 120

Work Management Budget Programs Marketing Management Content 120