Sales Content Effectiveness

Mike Marcellin, CMO of Juniper Networks: Delivering Personalization in Sales and Service Channels

September 1, 2016 0 Comments
Mike Marcellin, CMO of Juniper Networks: Delivering Personalization in Sales and Service Channels

How Marketing Leaders Are Delivering Personalized Experiences at Scale 94% of senior-level executives believe delivering personalization is critical or important to reaching customers because it differentiates the customer experience and drives better sales and marketing outcomes.  But PwC Digital IQ research shows most marketers don’t execute personalization very well. To uncover the secrets to profitably […]

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Five Keys to Winning the “Direct-to-Customer” Conversation

June 8, 2016 0 Comments
Five Keys to Winning the “Direct-to-Customer” Conversation

Five Keys to Winning the “Direct-to-Customer” Conversation The Growing Importance of Directly Engaging Your Customers Marketers across a wide range of industries are actively working to develop Direct-to-Customer (DTC) models that directly engage customers using social, mobile, and digital channels and devices. The number of manufacturers selling directly to consumers is expected to grow 71% […]

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Why Smart Sales Organizations are Building Sales Content Hubs

January 13, 2014 0 Comments
Why Smart Sales Organizations are Building Sales Content Hubs

Best-in-class organizations are laying the foundation for sales success by reengineering their sales and marketing content supply chain, repackaging their content, and systematizing content compliance, delivery and tracking. Managing, packaging and organizing sales content is crucial to sales effectiveness because it represents one quarter of sales and marketing spend, and determines the effectiveness of the […]

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Webinar: Effective Sales Content – The Key to Sales Success

January 13, 2014 0 Comments
Webinar: Effective Sales Content – The Key to Sales Success

Business-to-business leaders are searching for ways to improve sales effectiveness, battle rising selling costs, accelerate skill development and transition to solution selling.  What most don’t realize is that the quality and effectiveness of their selling content is a root cause of these problems. The new bottom line in sales and marketing is that the quality […]

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Systematize your approach to managing sales content

September 19, 2013 0 Comments
Systematize your approach to managing sales content

Taking a centralized and systematic approach to managing and updating content is important. Updating content already deployed to the field is time consuming and expensive.  Content “freelancing” by salespeople wastes time and hurts process and messaging consistency.  And half of sales executives feel that the failure to keep product knowledge up to date is a […]

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Why you need to reengineer your sales content to improve sales productivity

September 19, 2013 0 Comments
Why you need to reengineer your sales content to improve sales productivity

Business-to-business leaders are searching for ways to improve sales productivity, battle rising selling costs, accelerate skill development and transition to solution selling.  What most don’t realize is that the quality and effectiveness of their selling content are critical to addressing these issues. Selling content – videos, white papers, collateral, articles, case studies, blogs, and training […]

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Reorganize your content

September 18, 2013 0 Comments
Reorganize your content

Selling content has emerged as a top business issue because it represents one quarter of your sales and marketing spend  and determines the effectiveness of the rest of the sales and marketing mix – including sales training, marketing automation, sales productivity, sales enablement,  and social media. As businesses adopt more advanced sales and marketing systems […]

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Systematize your process for measuring sales content

September 18, 2013 0 Comments

Business-to-business leaders are searching for ways to improve sales productivity, battle rising selling costs, accelerate skill development and transition to solution selling.  What most don’t realize is that the quality and effectiveness of their selling content are critical to addressing these issues. Selling content – videos, white papers, collateral, articles, case studies, blogs, and training […]

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