Avitage

article thumbnail

Use Information Interview Approach for Sales Prospecting Conversations

Avitage

If you truly belief this, then my essential question is, “what is the minimal information you need, to know how to conduct a value-creating conversation, in an early stage engagement with your key stakeholder, in […]. The post Use Information Interview Approach for Sales Prospecting Conversations appeared first on Avitage.

article thumbnail

Sales Content for Knowledge and Sales Performance Support

Avitage

Outside of onboarding, periodic training, and informal sharing, this is an area that is largely left up to individuals. Knowledge which is related but not identical to information, is exploding at the same rate as information. A category of sales content I highlighted is Sales Knowledge and Performance Support.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Getting Sales Content Right

Avitage

Content is the first “product” prospective customers “acquire” through sharing their attention and contact information. It should deliver the information buyers need to accelerate their decision process in favor of the providing vendor.

Content 120
article thumbnail

Content Marketing Gap: What to do, How to do it, How to operationalize

Avitage

We see a significant execution gap between these two information categories. The nature of the information delivered in this post is such that it requires explanation with visual support. The nature of the information delivered in this post is such that it requires explanation with visual support.

article thumbnail

Create relevant content based on personality profiles

Avitage

But I had no idea how to use that information to help me sell. It informs my communication. My first “real job” (working since age 9) was for ADP. One year later I moved into sales. I had a good intuitive sense for my buyers. I could read their personality and peculiarities. My manager introduced me to DISC.

Profiling 120
article thumbnail

Improve Sales Proficiency With Relevant Sales Conversations

Avitage

Traditionally, buyers were dependent on vendors through their sales representatives for information. B2B buyers don’t need vendor/product information until later in this process. They don’t believe — often because they haven’t experienced — sales reps can provide any other useful information.

Relevance 120
article thumbnail

The Missing Ingredient for Sales Coaching

Avitage

To be successful sales people need: Knowledge and information (including sales strategy and process), Skills and techniques, Conversations and messages These inputs enable sale people to know What to do, What to say, How to say it. Training methods include information transfer, modeling best practices, and sales practice with feedback.

B2B Sales 120