To be successful in sales takes a special je ne sais quoi. Whether you have that special skill or not, and whether you are transacting on technology, shilling services, or pitching products, if you don’t know, and I mean really understand, your target audience, your likelihood of success is significantly diminished. Most people understand the importance… read more >
In part one of this epic tale, we addressed the elephant in the content team room: governance. In this, part two, of the content governance tale, let’s look at building a team that will help ensure the right content, gets to the right channel, at the right time, to meet the needs of its audiences…. read more >
It is everywhere. And while content is prolific, it is not simple — it is a complex, multi-faceted effort that if not managed properly can mean the difference between success and getting sued. The content – images, text, audio, video – that fill our digital channels does not appear out of thin air. Success in… read more >
Remember dating in high school? All the cliques; the cool kids, band geeks, jocks, punks, gamers, stoners, artsies, metal heads, etc. If you were part of one clique or in the fringe, it was difficult if not impossible to get to know, let alone date, someone in another clique. Dating at university, while not as… read more >
Customer experience management (CEM) is quickly becoming a primary focus for companies looking to garner, gain, and keep market share. What many of these organizations are missing is the value of beginning their CEM strategy at home, with their employees. Research from Aon Hewitt suggests that employee engagement levels and employee perceptions of their overall… read more >
Organizations undergo change all the time. Some changes are small with little long-term impact on the day-to-day functioning of the company. Others are monumental, requiring the entire organization to (re)align themselves with the new reality for the change to successfully occur. And therein lies THE most important factor in implementing change: the targeted audience’s (individual,… read more >
“Sell the problem you solve, not the product.” ~ CMS Vendor Sales Team Training When it comes to selling technology, there are almost as many selling methods as there are technology types. Well not really, but there are lots of different approached to selling – Target Account, SPIN, Miller-Heiman, Value, and the list goes on…. read more >
Doing something over and over again and expecting a different result is EITHER practice or insanity. The difference is simply in how long you’re willing to wait until things start to change. Similarly, treating all customers the same and simply doing the same things over in the new channels, is equally as unproductive. To successfully meet… read more >
Marketers are spoiled for choice when it comes to the endless array of tools and platforms to choose from to help them better understand prospects and generate leads. First, there was CRM, a must-have for customer records. After its introduction, marketing automation platforms (MAPs) quickly became “the” tool all marketers needed (and arguably, still do)…. read more >
As advisors to enterprise buyers of technology and services you might think we answer the same questions time and time again. But every so often something new arises in the discussions. Meme-like, this topic suddenly seems to pop up in every customer conversation. A few years ago it was the question of going to the… read more >
