Tag: profitable channels

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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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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Using Thought Leadership content to support the sales cycle

May 9, 2011 4 Comments

Many large organizations have invested hundreds of thousands of dollars on digital asset management systems that are supposed to help them inventory, sort, manage and deliver their marketing content. The goal is to make it easier for salespeople to take advantage of these content assets in day to day selling situations.  In concept this is […]

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Making Selling Simpler

September 3, 2010 1 Comment

Here is a clever video our crack team created that explains a good way to make thought leadership selling simpler. While the video oversimplifies many of the challenges of good solution selling or needs based selling – it zero’s in on the big sales support gaps we see at most organizations.  In particular: Marketing does […]

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A useful report for executives looking to differentiate their sales experience

August 31, 2010 1 Comment

Profitable Channels recently published a good report titled: Thought Leadership Selling. The report does a pretty good job of explaining what we mean by Thought Leadership Selling and will show you practical ways that you can execute sales programs that engage your customers and differentiate your sales experience with education, ideas and insights.

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Thought leadership is essential to B2B marketing success

August 22, 2010 0 Comments

A wide range of business experts– including the Gartner Group, Forrester Research, the Corporate Advisory Board, McKinsey and the Economist Intelligence Unit – are publishing studies that reinforce the growing importance of establishing thought leadership in improving sales results and better engaging customers. The Economist Intelligence unit has identified Thought Leadership Marketing as a top […]

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Gartner Group Report on Thought Leadership Marketing

August 20, 2010 0 Comments

A chorus of consultants are emphasizing the importance of thought leadership to creating sales success.  The Gartner Group cites Thought Leadership Marketing (TLM) as a major business trend that was incubated in high technology and consulting circles but is now rapidly becoming an established field in marketing and a basis of competitive differentiation.  report “Marketing […]

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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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