Avitage

NOVEMBER 19, 2016

After all, they are often not the first sales person vendors have called. In most organizations sales people tell me 80% of sales prospects have to be “created” as opportunities. But even with active buyers there are opportunities for B2B sales professionals to up their game. In fact, often they are most challenged.

B2B Sales 120

B2B Sales First-Mover Advantage B2B Sales Cycle 120

Avitage

APRIL 7, 2016

The refrain we hear today about return-on-investment for content marketing is very similar to complaints in the 90’s about lack of evidentiary ROI on investments in personal computing technologies — hardware and software. My thinking is influenced by the re-engineering experience in the 1990’s.

Process 120

Process Content Customer Surveys ROI 120

Avitage

SEPTEMBER 16, 2014

The painting, which shows men in suits riding horses, is part of Lauren’s personal collection. From the street, however, you’d think that it’s larger because its facade incorporates a fivefloor recreation withLouis Vuitton sale the painting Path at Hyde Park painter Octave Louis Vuitton bags ukDenis Victor Guillonnet.

Personalization 120

Personalization Business 120

Avitage

MARCH 7, 2012

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. Synchronous communications happen at the same time with all participants.

Internet Marketing 120

Internet Marketing Demand Cost Video Marketing 120

Avitage

APRIL 3, 2015

Top Priority: Content Overhaulin’ While “purging, aligning and personalizing” content might be necessary work, what’s really required is a better process for content. But then …. I was reminded of this by Tom Pisello’s summary of the Qvidian users conference.

Work Management 120

Work Management Budget Programs Marketing Management Content 120

Avitage

JUNE 8, 2014

The points here take nothing away from the fact LinkedIn is an important social platform, especially for personal use and content publishing. This article is written for small and mid-size businesses, but also for groups within larger organizations that are constrained by poor enterprise infrastructure.

Google 120

Google Paid Search Agency Companies Content 120

Avitage

FEBRUARY 15, 2014

” A Personal Experience One of our more interesting success stories using content and marketing automation occurred when we noticed a viewer consuming virtually all our content on our website and microsites across a two day period. Italics are mine) What is “this new form of distribution”?

Microsite 120

Microsite Content Marketing Content Distribution 120

Avitage

OCTOBER 30, 2013

After content vendors come up their learning curve, conduct their research, and deliver their work product, lots of knowledge walks out the door. Undocumented knowledge. Some or most of this knowledge will be needed for somebody’s content project. Probably pretty soon.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

OCTOBER 30, 2013

After content vendors come up their learning curve, conduct their research, and deliver their work product, lots of knowledge walks out the door. Undocumented knowledge. Some or most of this knowledge will be needed for somebody’s content project. Probably pretty soon.

Content 120

Content Vendors Webinar Metrics Optimization 120

Avitage

OCTOBER 10, 2013

I suggest we think of engagement as: Sustained and helpful interaction with a target audience to create and mature relationships across the entire buyer life-cycle, in order to realize mutual personal and business outcomes. I’d love to hear your thoughts in the comments section below.

Eloqua 120

Eloqua Webinar Metrics Lead Scoring Lead Ranking 120

Avitage

OCTOBER 10, 2013

I suggest we think of engagement as: Sustained and helpful interaction with a target audience to create and mature relationships across the entire buyer life-cycle, in order to realize mutual personal and business outcomes. I’d love to hear your thoughts in the comments section below.

Eloqua 120

Eloqua Webinar Metrics Lead Scoring Lead Ranking 120

Avitage

MARCH 21, 2013

For example, the Best Buy tablet or cell phone sales person has a different job, customer, and required competency set than the enterprise rep selling complex IT products and solutions, or the rep introducing business transformation solutions.

Lead Ranking 120

Lead Ranking Vendors B2B Sales Buy 120

Avitage

FEBRUARY 28, 2013

Enabling continuous acquisition can be as easy as having the sales or customer service person use a smart phone to create a voice. This third approach is fast, easy, and creates a steady stream of new insights and stories. Just as important, they are available when needed.

Acquisitions 120

Acquisitions Barriers Inbound Marketing Positioning 120

Avitage

MARCH 21, 2013

For example, the Best Buy tablet or cell phone sales person has a different job, customer, and required competency set than the enterprise rep selling complex IT products and solutions, or the rep introducing business transformation solutions.

Lead Ranking 120

Lead Ranking B2B Sales Vendors Buy 120

Avitage

FEBRUARY 28, 2013

Enabling continuous acquisition can be as easy as having the sales or customer service person use a smart phone to create a voice memo that […]. This third approach is fast, easy, and creates a steady stream of new insights and stories. Just as important, they are available when needed.

Acquisitions 120

Acquisitions Barriers Custom Publishing Inbound Marketing 120

Avitage

OCTOBER 1, 2012

Enable buyer teams to use the videos to align their understanding of WE-CAN solutions when no sales person is around. Provide a means for WE-CAN to control the messages delivered to customers by partners for the critical and often complex questions customers need to answer to buy our solutions. Video Vignettes Channel Enablement'

Advertising Channels 120

Advertising Channels Planning Video Marketing Advertising Agencies 120

Avitage

OCTOBER 1, 2012

Enable buyer teams to use the videos to align their understanding of WECAN solutions when no sales person is around. Provide a means for WECAN to control the messages delivered to customers by partners for the critical and often complex questions customers need to answer to buy our solutions.

Advertising Channels 120

Advertising Channels Planning Video Marketing Advertising Agencies 120

Avitage

AUGUST 6, 2012

The narrative has interesting points, especially to a sales person, This is a good example of where the visual content of the video does nothing to help me understand, let alone visualize, the key points that are delivered in the narrative.

Video Marketing 120

Video Marketing Television marketing Advertising Mediums Effectiveness 120

Avitage

JUNE 15, 2012

These, “revenue drivers,” are closest to the customer, online or in person, and have disciplines for communicating with customers. Turning those big ideas into relevant actionable content to meet the buyers’ expectations isn’t what they do. That job actually belongs to the people in marketing and sales that drive revenue.

Thought Leadership 120

Thought Leadership B2B Thought Leadership Deliverability Buying Cycle 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

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