Avitage

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Sell, don’t market your way to success with new paradigm offers

Avitage

To address this reality, many B2B selling organizations are shifting from the traditional product sales model that focuses on features, benefits, pricing and discounting. They certainly aren’t actively looking for those new offers. They are adopting a value sales model.

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B2B Sales Conversations — By Design

Avitage

Poorly performed conversations mean you might not even get into consideration, or might just be pricing fodder. You’re gaining respect and trust that makes it possible for you to educate buyers and influence a buying vision and decision criteria.

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New Content Marketing Lessons from Netflix House of Cards

Avitage

Italics are mine) What is “this new form of distribution”? What are the implications of giving people content “when they want it?

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What “Job” Do You Want Content to Do?

Avitage

This segmentation involves either dividing the market into product categories, such as function or price, or dividing the customer base into target demographics, such as age, gender, education, or income level. . “When planning new products, companies often start by segmenting their markets and positioning their merchandise accordingly.