Avitage

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Use Information Interview Approach for Sales Prospecting Conversations

Avitage

See Adopt a “Buying” Sales Mindset) A core value selling principle is to create value and differentiate ourselves in every conversation we conduct. I’ve written about bringing a “buying mindset” and really believe this is a critical starting point.

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Complexity Simplified — The B2B Selling Dilemma

Avitage

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
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The Missing Ingredient for Sales Coaching

Avitage

We are among many that believe how you sell is a primary way to create value for prospective buyers, and to differentiate from competitors. Training programs provide the initial vehicles to “prepare sales for the fray” as one of my colleagues says.

B2B Sales 120
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B2B Sales Conversations — By Design

Avitage

The objective is to actually create value for customers, and differentiation for vendors, through conversations that deliver insights and useful ideas. This sales requires educating and gaining consensus from 4 to 14 buying team members, 5.4 is a considered average. At this level it’s ALL about sales conversations.

B2B Sales 120
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More Than Content Needs Overhaulin’

Avitage

I can tell you, if you really want quality, insightful and differentiated content, […]. We want “content strategy” in 5, 6 or 9 steps (depending on your complexity tolerance.) We talk personas, but barely do them, and mostly not well. The post More Than Content Needs Overhaulin’ appeared first on Avitage.

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What is Strategy?

Avitage

Differentiation arises from both the choice of activities […] The post What is Strategy? Strategic positioning means performing different activities from rivals, or performing similar activities in different ways. Strategic positionings are often not obvious, and finding them requires creativity and insight. appeared first on Avitage.

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Asking the Right Questions of Your Marketing Scoreboard

Avitage

Knowing what questions to ask of your metrics differentiates successful marketing programs from the money pits. 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.