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Why Google Plus is Our Company Content Hub (and should be yours)

Avitage

That’s how I felt a few months ago when […] The post Why Google Plus is Our Company Content Hub (and should be yours) appeared first on Avitage. Maybe good friends starting up a relationship that many knew about but you didn’t? Content Operations Marketing and Sales Strategy Tips & Techniques'

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The epidemic in B2B sales prospecting

Avitage

This condition is especially evident in companies that are engaged in a complex or solution sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune. An Example Companies that have had a hot, successful product eventually hit the growth wall.

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30 60 10 B2B Content Strategy

Avitage

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. This technique many companies seldom use and may not have considered in content strategy decisions. What if there’s a third way?

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The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Sales Success Crisis Point This scenario afflicts even the most successful companies. These companies might have been first movers with the best product in their industry.

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Content Strategy Competency – Understand Audiences (Buyers)

Avitage

For most B2B selling companies, content strategy is developed and executed at the functional or even tactic level. Few companies have a universal, business level content strategy. These strategies naturally focus on the requirements and audiences of each function.

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Sell, don’t market your way to success with new paradigm offers

Avitage

B2B companies bringing new offers to market risk long delays in product or solution uptake. Often we see large companies struggle to gain traction with new offers or new markets. Too often this leads to direct failure. Failure rates range from 40% to 80%. Clearly a risky and expensive bet. This risk isn’t limited to startups.

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How Content Operations Can Create Marketing and Selling Breakthroughs

Avitage

More importantly, I speak with people in companies and hear the same issues. ” When we analyzed the biggest constraints companies face we found two core causes that aren’t being addressed.