Avitage

NOVEMBER 19, 2016

In most organizations sales people tell me 80% of sales prospects have to be “created” as opportunities. What worked successfully for the past 5-10 years, now doesn’t. I was working with clients in Texas for a couple of years and observed […]. Create Opportunity” situation.

B2B Sales 120

B2B Sales First-Mover Advantage B2B Sales Cycle 120

Avitage

MAY 11, 2018

During 20 years creating sales, marketing and training content for B2B organizations we discovered it really does. ” Sales: “It doesn’t work, it doesn’t fit my situation. Does this really matter? I believe this misunderstanding is a primary cause of poor or missing situation-ready sales content.

Design 120

Design Account Based Marketing Content ABM 120

Avitage

MAY 11, 2018

During 20 years creating sales, marketing and training content for B2B organizations we discovered it really does. ” Sales: “It doesn’t work, it doesn’t fit my situation. Does this really matter? I believe this misunderstanding is a primary cause of poor or missing situation-ready sales content.

Account Based Marketing 120

Account Based Marketing Content ABM B2B Sales 120

Avitage

JUNE 27, 2015

If you’re a B2B organization pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. The many new content requirements of digital era audiences and business strategies further exacerbates this reality.

B2B 120

B2B Content Paid Search Agency Lead Ranking 120

Avitage

FEBRUARY 12, 2017

Too many executives, and especially the sales organization, still don’t see it. You work hard to figure out how to track and measure asset performance and business impact. This is part of a persistent struggle to raise marketing credibility and awareness of its impact in the business.

Marketing & Strategy 120

Marketing & Strategy Content Tactics Paid Search Agency 120

Avitage

OCTOBER 28, 2013

Trying to get this done by applying a disciplined effort just isn’t working. I often see this in organizations when they launch a new product, adopt automated lead management, or deploy other content, social or mobile marketing initiatives. This is especially true in larger organizations.

Verticals 120

Verticals Work Management Blogger Trigger Marketing 120

Avitage

OCTOBER 28, 2013

Trying to get this done by applying a disciplined effort just isn’t working. I often see this in organizations when they launch a new product, adopt automated lead management, or deploy other content, social or mobile marketing initiatives. This is especially true in larger organizations.

Verticals 120

Verticals Work Management Blogger Trigger Marketing 120

Avitage

AUGUST 7, 2013

In fact, new technology often requires organizational change, new skills and increased work in the short term. Just the terms “lead gen” and “demand management” often carry no distinction within these organizations. When you hear that, it’s a yellow flag of caution that poor performance is bound to follow.

Demand 120

Demand Work Management Microsite Landing Pages 120

Avitage

OCTOBER 30, 2013

Often, preparation work, in the guise of “research,” occupies a significant portion of the content project’s time, effort and budget. But organizations today must create a constant stream of buyer relevant content to satisfy a broad use case requirement map. Undocumented knowledge. Probably pretty soon.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

OCTOBER 30, 2013

Often, preparation work, in the guise of “research,” occupies a significant portion of the content project’s time, effort and budget. But organizations today must create a constant stream of buyer relevant content to satisfy a broad use case requirement map. Undocumented knowledge. Probably pretty soon.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

AUGUST 7, 2013

In fact, new technology often requires organizational change, new skills and increased work in the short term. Just the terms “lead gen” and “demand management” often carry no distinction within these organizations. When you hear that, it’s a yellow flag of caution that poor performance is bound to follow.

Demand 120

Demand Work Management Lead Gen Lead Management 120

Avitage

JULY 17, 2015

Given the role of the sales organization to deliver primary business outcomes — new customer acquisition and profitable revenue growth — if your sales content sucks (technical term in the content business) why would you think your marketing content is any better? I never miss an opportunity to hear them.

Content 120

Content Webinar Metrics Acquisitions B2B Sales 120

Avitage

OCTOBER 21, 2012

His next step is to explain how volume production will work. Publishing Production: Knowing that we have to produce videos in volume provides a context for organizing the work. The work is guided by four principles. Our production model will be similar to that used by publishers.

Advertising Channels 120

Advertising Channels Video Marketing Custom Publishing Planning 120

Avitage

JANUARY 11, 2015

Message Diagnostic “I wanted to have the opportunity …“ As a result of years of work with a fascinating breakthrough business coaching firm Gap International, I’ve learned that language betrays true intention. Now I instinctively recoil when people begin their sentences with “I want.”

Lead Nurturing 120

Lead Nurturing Paid Search Agency Impressions Intent 120

Avitage

OCTOBER 21, 2012

His next step is to explain how volume production will work. Publishing Production: Knowing that we have to produce videos in volume provides a context for organizing the work. The work is guided by four principles. Our production model will be similar to that used by publishers.

Advertising Channels 120

Advertising Channels Planning Video Marketing Custom Publishing 120

Avitage

MARCH 11, 2014

He points out “most businesses don’t have a strategy for their organization.” But they work in very different ways. In the business world, Michael Porter of Harvard Business School is a preeminent authority of business strategy. Well, no wonder we struggle with content strategy. And why don’t they?

Marketing & Strategy 120

Marketing & Strategy Enterprise Management Differentiation Work Management 120

Avitage

MARCH 7, 2012

We’re all working with a few who “get it,” surrounded by far too many who don’t. Given the significant mind, strategy and budget shifts required for organizations to pursue this course, making the case for content marketing is the first challenge proponents usually face. Give up.

Paid Search Agency 120

Paid Search Agency Resources Content Marketing Planning 120

Avitage

MARCH 7, 2012

We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. We have found a tendency on the part of Inside Sales to conduct their work from what I would term a traditional mindset.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Telemarketing Lead Qualification 120

Avitage

JULY 18, 2012

Over the past year we have had the privilege of working with two large software companies: SAP and PTC. I’ve heard a common refrain from each that is applicable to organizations that want to lower their cost of video, even as their requirements scale.

Cost 120

Cost Process Video Marketing Software 120

Avitage

MARCH 7, 2012

It might be cliché to say buyers are inundated with information, but I don’t see organizations really committing to strategies that deal with this reality. Inevitably this drives up the volume of work required to create different relevant versions and formats. Sometimes this is referred to as “one and done.”

Content 120

Content Webinar Metrics Relevance Video Marketing 120