Everything Technology Marketing

NOVEMBER 14, 2009

This article outlines a ten-step process any size company can use to successfully enter a new market. What are the characteristics of the ideal customer and their buying process? The sales enablement tools might include call scripts, presentations for initial meetings, personas, use cases, playbooks, etc. These steps involve: 1.

Planning 100

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Everything Technology Marketing

FEBRUARY 19, 2011

Or it can link to a "content hub page" (for lack of a better phrase) where you present your most relevant and compelling content assets to the prospect in one view. I am a strong advocate of presenting content in the context of the buyer's role and buying stages.

Social Media 100

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Everything Technology Marketing

JULY 10, 2010

Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. In my mind, this common thread should be the customer’s buying process (instead of the vendor’s planning hierarchy).

B2B Marketing 100

B2B Marketing Work Management Marketing Management Paid Search Agency 100

Everything Technology Marketing

JANUARY 1, 2011

Tom Pisello added a great comment to our B2B Technology Marketing Community , highlighting that a recent survey by IDC found that 24% of B2B buyers found that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared.

Work Management 100

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Everything Technology Marketing

MAY 24, 2010

Clearly presented, educating the reader along every step of their decision making process. How do they impact the buying process? In analogy to agile programming, we are looking at a highly iterative process that at each step needs to be tested, validated, and tweaked before moving on to the next step.

Work Management 100

Work Management Marketing Management Marketing Budget B2B Marketing 100