Avitage

MAY 1, 2016

So why not create content based on personality profiles? I could read their personality and peculiarities. But I had no idea how to use that information to help me sell. DISC is one of many personality assessment models. I use this checklist to listen for personality indicators. It informs my communication.

Profiling 120

Profiling Relevance Personalization Content 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

MARCH 7, 2012

We live in a world that prefers to receive information asynchronously. They can be conducted in person or over the phone or web. People tend to overstate the use and importance of synchronous over asynchronous communications, in part because in-person conversations are so impactful. First, some simple definitions.

Internet Marketing 120

Internet Marketing Demand Cost Video Marketing 120

Avitage

MARCH 7, 2012

Two strategic insights I found especially helpful: Must have a real-time mindset (David Meerman Scott) The “consumerization” of B2B marketing (Tom Pisello) This summary of especially salient points looks like a pretty good content checklist: Content will get shorter (Doug Kessler) Relevance will become the new standard (Sandra Zoratti) Must become (..)

Social Media 120

Social Media Microsite Planning Social Marketing 120

Avitage

MARCH 7, 2012

Hopefully they receive confirmed: Business needs A decision by the customer to resolve some need A participant to the buying process who is willing to engage immediately with a sales person (considerable time and effort saved) Some degree of information about the customer’s preference for the approach of the solution provider (SP) — at (..)

Paid Search Agency 120

Paid Search Agency B2B Sales Buy Marketing & Strategy 120