Posts Tagged "sales"
Solutions Success Story: HP backs solutions rhetoric with organization change and investment
- 27-06-2011
- Success Stories for Offering Distinction, Most Recent Blogs
- sales, CategorySolutions Marketing Success Stories, HP, Solutions, Marketing Innovation, IT, Key accounting, Organizational initiatives, Product offerings, Service importance, Solutions sell in CategoryOffering Distinction
- 5 comments
Everyone talks about "solutions" these days but few seem to invest in the changes necessary to move beyond the rhetoric. For example, truly developing, marketing, and selling integrated B2B solutions typically requires both a strong focus from the top down and a new alignment from the bottom[...]
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Solutions Success Story: How VMware shifted its go to market strategy to a solutions focus
- 15-04-2011
- Most Recent Blogs, Success Stories for Strategic Alignment
- Go-To-Market strategy, CategoryStrategic Alignment, sales, Solutions, Marketing Innovation, Solution Selling, Sales strategy, VMware, Organizational alignment, Transformation in CategorySolutions Marketing Success Stories
- 2 comments
VMware, a software company focused on virtualization and cloud computing, recently faced a classic dilemma that many companies, especially technology-based companies, have encountered. The business model was to develop and sell software packages. These packages were created and sold as products --[...]
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Using account-based marketing to create and market new solutions
- 14-03-2011
- Most Recent Blogs, Customer Connection
- ABM, sales, Solutions in CategoryCustomer Connection, Marketing Innovation, Account-Based Marketing, Customer Retention, Generic Solutions, Sales Acceleration, Solution Selling
- 2 comments
B2B companies committed to selling high value solutions often struggle where the rubber meets the road: the individual customer or prospect. Their websites highlight "solutions" and marketers pump out collateral that talks about their customers' business problem, but they have a much tougher time[...]
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Customer references and solutions marketing: Building blocks for business impact
- 15-02-2011
- Most Recent Blogs, Customer Connection
- best practice, sales, Solutions, Reference Management, Customer Evidence, Marketign Innovations, Marketing Challenges, References, Success stories in CategoryCustomer Connection
- 1 comments
B2B marketers focused on high value solutions know that customer evidence is like gold. Great products may sell themselves based on features or price. But when you're asking business buyers to invest serious money in a complex solution, typically involving a customized mix of products and services,[...]
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Is sales enablement dead?
- 29-10-2010
- Sales Acceleration, Most Recent Blogs
- sales, Forrester, ITSMA, ISBM, socialmedia, Selling, IDC, Sales Support, SAVO, Enablement, Solutions Marketing Education MBA Hult in CategorySales Acceleration
- 2 comments
Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will[...]
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Marketing to key accounts: It's all about the relationships
- 09-10-2010
- Most Recent Blogs, Customer Connection
- contentmarketing, sales, Key accounts, Relationships, Marketing Innovation, Selling, Solutions Marketing in CategoryCustomer Connection
- 0 comments
I was interviewing a Key Account Manager for a large tech firm the other day, and was struck by her comment that she wanted the firm's marketing people to be much closer to her customer.
This is a large global account we're talking about, with a big account team and numerous multi-million dollar[...]
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The four engines of B2B marketing success
- 28-06-2010
- Other Solutions Issues, Most Recent Blogs
- content, sales, buyers, Solutions, Strategy, Social Media, Selling, Lead Generation, Management, Thought Leadership in CategoryOther Solutions Issues
- 0 comments
A friend recently had the good fortune not only to take over marketing for a successful B2B firm, but to do so with a mandate to build a new strategy that ensures a much greater impact on the business.
He's a bit like a kid in a candy store. He's got budget to spend, executive support for more[...]
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Two cheers for Eloqua's new Content Grid
- 15-06-2010
- Most Recent Blogs, Customer Connection
- content marketing, content, Eloqua, sales, Solutions, Thought leadership in CategoryCustomer Connection, Social Media, Content grid, Inbound Marketing, Infographic
- 0 comments
Actually, I think Eloqua's new Content Grid is fabulous: it crams a complex story and a lot of information into an easy to understand infographic on a critical topic for B2B and solutions marketing. Nice job, folks!
My small beef is with the definition of "content marketing" that underlies the[...]
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