Category Archives: Developing B2B Content

Digital Content helps move the deal through the pipe for great velocity

Digitizing Your Intro Pitch to Increase Sales Pipe Velocity

Posted on March 4, 2011 by Gabriel Sales

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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How Buyers Buy in the New Engagment Model

Posted on January 28, 2011 by Gabriel Sales

As we have discussed before one of the major changes since the downturn in 2007 is that discretionary budgets and experimental budgets went out the window.  Buyers now buy more methodically than ever before. We sell using a process that … Continue reading →

Posted in B2B Demand Generation, Developing B2B Content, Strategy and Execution, Underperforming Sales | Leave a comment

Selling Digital is a Win for Your Business- part 2

Posted on January 21, 2011 by Gabriel Sales

Some of the Wins for the Seller Digital Content gives the seller the ability to take that initial introductory pitch (that we give over and over again to see if we are even the “right fit”) and to automate it.  … Continue reading →

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Selling Digital is a Win for Your Business- part 1

Posted on January 14, 2011 by Gabriel Sales

Some of the Wins for the Buyer They can get a feel for whether our product or solution is a fit when they have a window in their day.   (The upside for the seller is that we generally see them … Continue reading →

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