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Category Archives: Developing B2B Content
Top 10 Strategies for B to B Demand Generation
We are calling this a Top 10 list, but as we went through the strategies, we felt the need to give your b to b demand gen amplifier one more notch and took it to 11. This blog post is … Continue reading
B to B Demand Generation’s New Rules of Engagement
The rules of sales engagement have changed and so has b to b lead generation for three reasons: 1. Over the past 18 months a wave of technology has hit the market that allows an in house marketing team or … Continue reading
5 Steps to Launch or Turn Around a B to B Demand Gen Team
In Part One we discussed the difference between “Sales” Content Marketing and Marketing. In Part Two we covered the framework we use to listen to the customer. This blog is Part Three of that three part series. It discusses how … Continue reading
Top B to B Demand Generation Requires Sales and Marketing Alignment
This blog is the second part of a three part series that discusses the difference between sales content marketing vs. other types of marketing and how you can approach creating a successful B2B Demand Generation solution (with or without outsourcing) … Continue reading
Top B2B Demand Generation Requires Sales Content Marketing
This blog discusses how Gabriel thinks about B2B Demand Generation and the hybrid role it plays in sales, sales marketing and market intelligence. In short, Sales Marketing is always supporting the close of business. In this blog we will share … Continue reading
What is better sales collateral? Tip from a Top Sales and Marketing Outsourcing Company
The purpose of this blog is to help our outsourced sales and outsourced marketing clients understand how we recommend they think about their sales content strategy and what we do as part of our consulting engagements to shape it. What … Continue reading
Outsourcing Sales for Professional Services Sales in 2012 – The High Velocity Sales Machine for Professional Service Sales
Is it harder to put leads in your pipe? Are you spending more time educating and less time closing? Do you build a pipe and then abandon it, starting from scratch every quarter? Do you over or under forecast your … Continue reading
Getting the All Important Executive Meeting
In Selling to the C-Suite Nicolas Read and Stephen Bistritz (page 84) provides some fantastic data that gets to some of the realties of what it now takes to get to the Senior Decision Maker. Below is what they found … Continue reading
Pitch/Content Strategy that Drives Results with both the Technical and Business Buyer
The Right Integrated Pitch and Content Strategy – Ensures the Technical Buyer Does Not Say “No” so the Business Buyer will Say “Yes” What we are sharing below is an abbreviated outline to give you a flavor of how to … Continue reading
Digitizing Your Intro Pitch to Increase Sales Pipe Velocity
We have all been there. That first presentation you give a potential customer can be done in your sleep. Even worse after a month or two the sales rep (or the executive) can get so bored with it they start … Continue reading
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