Thought leadership selling

Why high quality thought leadership content matters

September 23, 2011 0 Comments
Why high quality thought leadership content matters

Here is a great top 10 listof the reasons why in an era of 140-character tweets and Facebook status updates organizations still have to focus on creating high-quality content compiled by the Alterra Group and members of the Thought Leadership Marketing Mastermind Group on Linked In. Some of the key points we feel strongly about include: High quality thought leadeship […]

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Learn How to Differentiate and Grow Your Business With Thought Leadership

September 14, 2011 0 Comments

  Thought leadership has become a top priority for executives who sell high value products to sophisticated clients – such as technology,  insurance, B2B solutions, health care or advisory services. The majority of marketers have increased their spending on custom thought leadership content because new ideas, education and relevant advice are fast becoming the key to differentiating […]

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The art and pizza of writing thought leadership, guest post: Grant Butler

August 12, 2011 0 Comments
The art and pizza of writing thought leadership, guest post: Grant Butler

I’m looking forward to talking to Steve Diorio today about thought leadership marketing strategy and discussing this great topic with the community around this blog. As some background, here is an article I wrote recently on how you can write thought leadership material – particularly if you’re working within a professional service firm. In case […]

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Business-to-Business Marketers Lead the Way in Thought Leadership Selling

July 26, 2011 0 Comments

 A variety of business-to-business and industrial companies – including GE, Siemens, DuPont and PricewaterhouseCoopers – are at the vanguard of thought leadership selling. They provide an excellent example of how any company can be a credible thought leader in the eyes of their clients if they focus enough. These organizations set an example for all […]

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Thought Leadership Content Makes up A Bigger Part of the Marketing Mix

June 10, 2011 0 Comments

We are seeing organizations that sell complex offerings to valuable customers – like technology, insurance, or B2B solutions, consulting/advisory services – are looking hard at thought leadership. Why do busy sales, marketing, and communications at these businesses care about thought leadership?   There are many reasons: Thought leadership helps win the battle for the best customers […]

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An example of Thought Leadership Selling in the Life Insurance industry

September 9, 2010 3 Comments

  In 2005 the Guardian Life Insurance Company of America created a proprietary sales and marketing tool for its 3,000 financial advisors nationwide called the Living Balance Sheet. The Living Balance Sheet is a web based tool that organizes every piece of each account’s financial picture in one place, and updates the information daily. The tool […]

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An example of Thought Leadership Selling In The Sugar Processing Industry

August 19, 2010 0 Comments

One good example of how a B2B selling organization in a commodity industry – Sugar Processing – has executed a systematic thought leadership selling program is The Imperial Sugar Company.  The Imperial Sugar Company created its own newsroom and has captured thought leadership in a commodity industry. Looking under the covers, we think the ISC […]

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What does Thought Leadership Selling Mean?

August 2, 2010 0 Comments

Thought Leadership Selling means taking a programmatic approach to helping your sales people deliver new ideas, relevant advice and compelling solutions to prospects and customers. A Thought Leadership Selling program provides salespeople with a sustained stream of education and advisory content that helps them open doors, make more effective sales calls, differentiate your organization and […]

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An example of Thought Leadership Selling In Business Banking

April 12, 0201 0 Comments

  SunTrust Bank recently won Nine Greenwich Excellence Awards for Outstanding Service in their business- to-business service lines – Small Business and Middle Market Banking. In the press release quoted below SunTrust cited their innovative thought leadership selling programs as one of the keys to behind their success in developing deeper customer relationships in these […]

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