Solution Selling

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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Webinar: Learn how consumerism and direct-to-consumer models are transforming health and benefits delivery

July 27, 2016 0 Comments
Webinar: Learn how consumerism and direct-to-consumer models are transforming health and benefits delivery

Digitally enabled and connected customers are looking for choice, transparency, simplicity, and personalized experiences when it comes to the products and services they buy. To the digitally empowered customer, products and pricing matter less.  Experiences matter more. As a consequence, 89% of marketers are prioritizing the customer experience as the focal point of the branding, […]

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Why Sales Enablement Technology Means The Death of The Mediocre Advisor

March 6, 2014 0 Comments
Why Sales Enablement Technology Means The Death of The Mediocre Advisor

A rapidly maturing set of sales enablement technologies – notably predictive analytics, solution selling tools, mobile devices, and presentation automation solutions – are redefining the nature of face-to-face selling interactions with high value high net worth, mass affluent, commercial and institutional clients. These tools offer the potential to solve some long standing industry selling challenges […]

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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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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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If you have a sales effectiveness problem it’s likely you have a content effectiveness problem

September 10, 2013 0 Comments

If you have a sales effectiveness problem it is likely you have a sales content problem. Take the sales content effectiveness assessment to pinpoint opportunities for increased efficiencies, and make sales content more targeted, accessible, useful and actionable.Content has become a large and increasingly strategic part of the sales and marketing mix. Spending on content […]

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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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