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4 Roles of a Demand Generation Strategy Consultant


When people ask me what I do for a living and I reply with “consulting” there’s always that glazed-over look in their eye. Others are curious enough to ask questions such as “consulting for what?” or “consulting for whom?” Business and technology strategist-.

5 Ways Speaking Engagements Benefit Your Management Consulting Firm’s Marketing Strategy

Hinge Marketing

As a business consultant, speaking engagements are a natural and important part of your content marketing toolbox. Once on this pedestal, it's easier for Visible Experts to grow their reputation, attract better business, and command higher fees.

Trending Sources

For Social Business, Remember the 90-9-1 Rule


Back in the mid-1990s, the corporation I worked for hired one of those management-fad-of-the-month consultants to come inspire us to greater heights of success, who did his best motivational-speaker riff on the theme: “Sales is everyone’s job!”

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results.

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Is marketing trying to annex the organization?!


Observing this type of predatory behavior reminded me of the power grabs I have seen in organizations. Clearly, in business settings the stakes are much lower, but territoriality continues to play a role. Clearly, the McKinsey consultants who wrote it had a bias toward marketing.

New Marketing Automation Options for Small Business in the VEST Report

Customer Experience Matrix

GreenRope workflow GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. Hatchbuck workflow Hatchbuck is another all-in-one product for very small businesses.

Increasing Sales Tool Adoption – A Proven Customer Perspective

The ROI Guy

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting. Consulting.

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Is marketing trying to annex the organization?!


Observing this type of predatory behavior reminded me of the power grabs I have seen in organizations. Clearly, in business settings the stakes are much lower, but territoriality continues to play a role. Clearly, the McKinsey consultants who wrote it had a bias toward marketing.

The Rise of the Value Management Office (VMO)?

The ROI Guy

Does this remind you of your organization? Your Marketing works hard to develop what they believe are effective value propositions, insights and messaging, all too often without enough sales and value consultant involvement.

5 Things Your Business Must Consider About Outsourcing Customer Research


As buyers change, organizations are working to stay on top of shifting trends and customer preferences. Getting to these insights is like running a marathon – there are few shortcuts, training is important to get it right, and there are plenty of hazards along the way that can trip you up. Whether you’re taking on customer research internally, or you’re working with an external consultant or agency partner to guide and augment your efforts, consider these 5 tips: 1.

How to Drive Sales Effectiveness with Automation


A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. Many sales organizations invest in customer relationship managerment (CRM) tools hoping that it will all of their sales effectiveness problems.

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Get a $120M revenue boost from partnering with customers on Value Selling & ROI / TCO? Splunk tells you how.

The ROI Guy

David Caradonna is the Director of Global Business Value Consulting (BVC) for Splunk, and with his team, they’ve achieved some incredible results from their value selling programs. They really understand value consulting; they live and breathe that.

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What Makes a Successful Accounting Firm Business Developer?


" ), the business developer’s goal is to establish and nurture trusted, one-on-one relationships in order to expand the scope of current work. The leads likely wouldn’t know much about the firm, and the business developer wouldn’t be confident they were an ideal fit.

Book Review: Michael Brito Goes for Broke in “Smart Business, Social Business”

Modern Marketing

by Joe Chernov | Tweet this Maybe it’s his upbringing or perhaps it’s his extensive training as a marine, but wow does social media heartthrob Michael Brito do his homework. There has to be couple hundred grand worth of consulting fees captured in this three-sitting, 230-pager.

5 Lifelong Business Lessons I Learned from Nordstrom

Modern B2B Marketing

Fresh out of college, I spent over two years with Nordstrom, learning priceless leadership and business principles. This is a gem passed down to me by Christine, my first boss and mentor at Nordstrom, who trained me into a management position.

IBM Expands Social Business Services

Paul Gillin

Seeking accelerate its pole position as a leader in the emerging concept of “social business,” IBM introduced new programs, services and partnerships to help organizations grasp the concept and make it work for their organizations.

Marketri Managing Director Presents at Alliott Group's North American Region Annual Staff and Partner Training


DOYLESTOWN, Pennsylvania (November 9, 2012) – Marketri LLC, a full-service business-to-business (“B2B”) marketing consulting company, announced today that Managing Director Debra Andrews presented “No Blood, Fret, or Fears – A Marketing and Sales Workout Alliott Style” on November 6, 2012 at Alliott Group’s North America Staff Training in Las Vegas, NV.

Reclaiming the Inbox: How Video Can Make Business Emails Personal Again


KITCHENER, Ontario – January 10, 2017 – Vidyard , the leading video platform for business, today launches ViewedIt Enterprise , a business-class edition of ViewedIt , the free video-recording tool that makes it easy for organizations to embrace the power of video for personalized communications. “We

5 Critical Roles that Need SEO Skills


In my experience, SEO quickly devolves into gray hat SEO if it is seen as a job only for SEO consultants. In those cases, the SEO consultant just does after-the-fact optimization on a page, which typically conflicts with the way the page was originally developed.

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Is ROI Selling your Ticket to a 51% Win Rate?

The ROI Guy

Recent research by CSO Insights say you can achieve this performance if your organization has a “superior ability to build a solid business case / ROI”. Alinean CSO Insights MHI Global No decision Pisello ROI Selling Sales Enablement Sales Training Value Selling Value Selling Tools

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Death of a Salesman? Forrester says Yes.

The ROI Guy

Based on what types of sales reps you have in your organization, this could mean guiding them to a new career and certainly retooling their skill set. As buyers move online, organizations are investing less in field sales and more in inside sales groups.

Small team? Think Big! 5 Strategies for Small Businesses

Modern B2B Marketing

They are: AGILITY : Smaller organizations mean fewer approval processes, which enables you to plan, execute, and deliver campaigns quickly in response to market opportunities. If you’re part of a small business, how do you use your small size as a strength?

The State of Buyer Personas 2012

Tony Zambito

It has resulted in many misguided definitions and practices that have not produced the potential results other organizations have seen when the goal-based methodology is utilized. Buyer personas today are becoming more widely used by marketing and sales organizations than ten years ago.

Is Content Operations Your Next Focus Area?


Business-to-business enterprise marketing executives are accountable for uniting all customer facing activities associated with capturing new customers, growing revenue, and creating exceptional customer experiences across all touch points and the entire customer lifecycle.

5 Reasons why non-profits reject social business


Having spent most of my career in the enterprise space, I am enjoying the diversity of consulting with both for-profit and non-profit organizations. New programs often require new skills and more money, which many of these organizations simply do not have.

Gartner: Business Will Control 90% of Tech Spending - Are you Ready?

The ROI Guy

Research Vice President Brian Prentice predicts, the percentage of technology spending by the business -- outside of the control of IT -- will reach 35 percent. Moreover, by the end of this decade Gartner is predicting businesses will control a whopping 90 percent of technology spend.

SEO for Marketing Executives


As I have been writing in this space for the last three posts, SEO is not just the domain of consultants. Marketing executives are trained to make markets by strongly branding products and pushing them into the marketplace. Word cloud for content marketing.

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3 More Critical Roles that Need SEO Skills


Last month , I wrote about how SEO is not just the domain of consultants. In the age of Google Penguin, this can’t be an artificial process performed by SEO consultants. It is not hard to train paid search leads to work with their organic counterparts.

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SEO is the Top Skill for Digital Marketers


They all spend the majority of their time training and otherwise educating people from the greenest copy writer to the highest executive in SEO and SEM. Yet, as I craft my 2013 plans, training once again appears on the top of my list of activities. Image via CrunchBase.

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12 Months of Learning From 12 Top B2B Marketers

Type A Communications

And the only way to do that is to communicate and then demonstrate the impact that marketing can have on the entire organization – starting with the executive team. That’s where Aon saw an incredible opportunity and has shifted their focus from transactions to consulting in order to add value.

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Why Expertise is the Key to Business Growth for Government Contractors

Hinge Marketing

Research from the Hinge Research Institute found that these high-visibility experts confer major benefits to their firms—allowing them to be better known, attract more business, grow faster, and command higher fees. To build their brand and win new business.

Which Customer Emotions Drive Business Results?

Marketing Action

Those factors certainly do count in business decisions, but there’s much, much more. Very rarely do you hear an organization talking about Customer emotions; instead they talk about price, deliveries, speed etc. The post Which Customer Emotions Drive Business Results?

Why normal people do not trust SEO people


If you look closely, you will see the telltale authorship of an search marketing book, the training courses on search marketing, the membership in SEMPO (the search marketing consultantsorganization), and probably a lot more.

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Good Reads for B2B Sales - Busy People Don't Mean to be Rude


The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Companies can offset these deficiencies with training and performance development. Dear Sales: Busy people don’t mean to be rude.

The Most Important Force for Increasing Leads and Sales


There’s been a raft of articles recently proclaiming the “consumerization” of all things business: the consumerization of sales, of IT, and of business-to-business (b2b) marketing most prominently. Business disruption.

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7 Best Practices for Optimizing Sales Enablement


As the head of sales enablement at Act-On, I tried to do this in three unique ways: Sales training (onboarding, continual training, sales methodology training). Crucial to the success of your organization is ensuring that both marketers and sales understand the perspective of their prospects and customers. Provide continual product, competition, and buyer training. Integrate sales enablement across the business.

The Interview as Sony False Flag Publicity Stunt


Black hat hackers turned white hat security consultants remind us again and again on all the talk shows, post Sony Hack, that they’re guns for hire, that they are routinely hired by banks to break into their systems, steal their money, and then tell them how they did it.

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Live Blog: Lotusphere 2012 Opening Session

Paul Gillin

Fox’s brief speech isn’t very relevant to social business, but the audience receives him well. IBM’s Alistair Rennie kicks off the core session.There’s nothing new about social business, he says. “Ultimately, Social Business is a competitive differentiator.”

Saucy Tips to Boost Sales via Pinterest

Vertical Response

Lea Richards has a unique title and a unique business. She’s the “Head Hog” at Pig of Month BBQ , an LA and Ohio-based business that ships must-eat barbecue meats to a customer’s door. And so, in 2010, she began a barbecue business. Organization is key.

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5 Vital Strategies for a Successful Marketing Automation Implementation

Modern B2B Marketing

Author: Veronica Holmes One of the biggest questions facing companies that are just starting out on their marketing automation journey is how to effectively prepare their business and teams for the changes ahead. Depending on the size of your business, this could amount to three people—or 20!