Posts Tagged ‘Content marketing’

Want to sell more? Make it easy for your B2B customers to buy

June 25, 2013

Want to sell more?In a recent article we discussed the power of consultative value selling for jointly exploring and creating more relevant customer propositions that offer personalized value.

While this powerful technique is especially suited for complex offers and relies on direct interactions with prospective clients, it requires a sales force skilled in the practice of identifying and selling value to clients. More importantly, it is part of a larger, customer buying-decisions process that spans various distinct yet interrelated steps.

In order to help clients make the best decisions when buying, companies must provide a relevant, streamlined process anticipating the multiple demands and requirements of the various client stakeholders involved in the decision-making process.

Anything else will result in confused and frustrated prospects that may eventually turn to a savvier competitor when buying. (more…)

How to quench the growing thirst for relevant, high-quality content

February 11, 2013
Quench the growing thirst for rich content

Quench the thirst for rich content

Within today’s growing digital world relevant online content is becoming the core material for all B2B and B2C marketing initiatives.

Relevant content allows prospective clients to conduct meaningful research, discover the practical benefits of new offers, learn about others’ experiences and build a case to justify any new purchase – all important steps in generating company growth.

But what if a technology company has trouble satisfying its clients’ growing thirst? (more…)