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Downloads

4 Ways Interactive Sales Presentations Shorten Your Selling Cycle

By | Downloads, Interactive Sales Presentations | No Comments

Figure out how to shorten your company’s selling cycle, and you can look forward to a bright and lucrative marketing career. When the most important touch point in the B2B sales funnel is the face-to-face pitch, your team needs effective sales tools that help them close faster. But, let’s face it. Your 60-slide PowerPoint isn’t exactly what you’d call “engaging.” There has to be a better way, right?

An interactive sales presentation can help you lock down a more consistent brand message, while giving your sales team the flexibility to adapt to different selling situations—and move your prospects further down the sales funnel in four key ways.

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Making VOC insights work harder

3 Ways VOC Insights Power Up Your Marketing Efforts

By | Customer Messaging, Downloads | No Comments

Get inside the minds of your customers—really understand what makes them tick—and you’d know exactly what it takes to convince them to buy your product or service.

If you want a skewed perception of your customers’ needs, just start and end with feedback from your sales organization. But if you want to truly understand your customers, cut out internal biases and go to the source to get first-hand Voice of Customer (VOC) insights. Successful VOC initiatives engage customers directly to pinpoint their challenges, recognize their motivations and uncover new sales opportunities.

By actually listening to the customer, you’ll not only gain loyalty points but also the insights you need to improve your marketing programs. Here are three ways VOC insights can help you drive stronger marketing results. Read More

Build your case for a bigger marketing budget

5 Tips on Building Your Business Case for a Bigger Marketing Budget

By | Downloads, Marketing Insights | No Comments

“We want you to grow the business 15% in 2015—but no, we haven’t increased your marketing budget.”

You’re a marketer, so you’ve likely found yourself in a similar situation, facing an aggressive growth goal with an unrealistic marketing budget and a “make it happen” mandate.

You know that in order to move the needle, you need a budget that will support real growth. So shouldn’t your budget increase proportionately to growth expectations? Yes, it should. But it hasn’t. Why? Because you don’t deserve it. It’s simple: you haven’t yet made a strong business case to justify additional funds. Follow these five tips to get the budget you need to make growth happen.

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Marketing Healthcare Solutions in a Changing Purchasing Paradigm

By | Downloads, Healthcare Marketing | No Comments

The healthcare industry is changing—and it’s impacting the way healthcare organizations make buying decisions.

Affordable care and increasing consolidation are just two factors driving healthcare systems to push more purchase decisions up to higher levels of the organization. Buying power once held within functional areas is rapidly shifting to a different decision making entity—the Value Analysis Committee (VAC). If you’re not aligning your healthcare solutions to the needs of this cross-functional audience, your success in the healthcare sector is at risk. Read More

3 Tips for Making Peace Between Sales and Marketing

By | Downloads, Sales Insights | No Comments

Sales and marketing functions have been siloed entities since time immemorial — warring factions that often forget they’re working towards the same goal. Day in and day out, in companies all over the world, sales and marketing butt heads.

Sales thinks marketing doesn’t understand how they communicate with customers, and that the tools created in a boardroom don’t apply in the real world. Marketing thinks sales is too stubborn to execute their brilliantly strategic program. (There are multiple touchpoints for a reason!)

Who’s right? They’re both right. Read More

Foodservice101

Foodservice 101: The Complex Foodservice Marketplace

By | Downloads, Food Marketing | No Comments

The foodservice marketplace is a complex place. It can be intimidating to position your product or service to resonate with this unique audience.  Why?  Because the foodservice market is a broad category that has distinctly different segments within it. It’s made up of three broad segments and fourteen smaller sub-segments, each of which has its own unique challenges and opportunities.   Read More

In the News: The Marketing and IT Relationship

By | Downloads, Marketing Insights | No Comments

Marketing and IT couldn’t be more different, yet they’re both charged with the same objective: disseminating information, generating leads and driving sales. And they depend on one another to make that happen. But, like any partnership, there are plenty of speed bumps.

Imagine a world where marketing and IT finally achieve a blissful partnership. It’s possible — but each side has to give a little. Read More

How to Move Customers Through the 5-step Buying Process

By | Downloads, Sales Insights | No Comments

Every customer or prospect, regardless of what they’re buying, moves through a 5-step buying process that starts with awareness, results in purchase and continues on to long-term loyalty — if you’ve successfully done your job as a marketer, that is.

We’re here to help you understand the 5-step buying process, with strategies to keep your customers and prospects moving through the continuum until they reach the end — where they become a loyal, satisfied customer. Providing the right information at the right time, based on how customers make decisions at each stage, will give them a path to follow when they are engaged and ready to move to the next step. Read More

Are You Building Your Value Proposition on Solid Ground?

By | Downloads, Value Proposition | One Comment

A value proposition isn’t an arbitrary statement written in a vacuum (and certainly not in a boardroom, either). To create a compelling value proposition that truly sets you apart, you need input. Objective input from perspectives other than your own.

Quality input forms the necessary foundation on which a compelling value proposition can be built. You need to gain insight in three vital areas:

• Your current brand strengths
• What your customers care about
• The competitive environment

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