Right Content at The Right Time. Digital Rules OK? Or Does It?
I recently met with a number of people while working on new client opportunities. I met the head of EMEA for a leading SaaS project and portfolio management vendor, the head of private equity at an investment company, the principal of a B2B sales training company and the head of education business strategy at a global software company. Each meeting had a very different emphasis in terms of our open agendas and we discussed hugely varying subject areas from creating value propositions, content and communications, sales enablement, customer...
read moreWhat’s Important to Buyers & How it Continues to Affect Sales & Marketing?
While I have been talking with companies and clients over the last few months I have found that many organisations of all sizes seem to have been struggling to fully get to grip with the real meaning of the plethora of messages around social marketing, SEO, SEM, PPC, social media monitoring, email marketing strategies, blogging, landing pages, web analytics and so on. In fact, how marketing is being compelled to radically evolve to meet the needs today’s buyers. In an ever-increasingly complex world, buyers are using technology to...
read moreStrategic Value of Sales Enablement
SiriusDecisions points out in a recent blog post that sales enablement is moving from an ancillary set of activities within marketing to a more strategic nature . We would go further and say that a well thought through and implemented sales enablement strategy, for both the short and long term, provides the missing link to achieving increased customer satisfaction, market differentiation, and increased revenue. And, when viewed in the longer term, provides a mechanism to also achieve increased employee satisfaction, progression, development...
read moreThe Game Has Changed For Sales & Marketing
The game has changed for sales and marketing, especially in the B2B environment. Sales enablement is becoming a more strategic discipline to help businesses ensure their sales teams have the right information, at the right time to be able to have valuable and meaningful conversations with customers and prospects. In the simplest term, being prepared, knowledgeable and able to provide solutions to each complex customer need. This can be a complex task with increasingly complex problems requiring elegant, timely and cost effective...
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