Tag: Thought leadership selling

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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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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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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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 CEO survey by IBM reinforces the role of thought leadership selling in the future

September 1, 2010 0 Comments

A recent survey of 1,500 CEO’s by IBM titled Capitalizing on Complexity provides validation of many of the concepts underlying thought leadership selling, including the growing importance of: Creativity and original thinking in business success Rethinking how you engage with your customers, and Influence, insights and thought leadership.. The study frames increasing complexity – of […]

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Thought Leadership is the New Sales Pitch

August 31, 2010 1 Comment
Thought Leadership is the New Sales Pitch

A marketing agency, named the Basis Group, wrote a thoughtful white paper on establishing your brand as a thought leader.  The paper outlines how sales organizations are being forced to rethink their approach to cold calling, mass emails, and brand building in an age when B2B customers are saturated with e-mails, undifferentiated brand messages and […]

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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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