The average marketer is faced with an impossible challenge. How do they do more with less. But vitally – how do they do it with: the same or less resources than their competitors often using the similar marketing content, channels and tools as everyone else an objective to engage with a widening set of audience … Continue reading “Attaining a game-changing advantage in sales & marketing”
Tag: positioning
3 simple steps we take in any RFP or ABM situation (however complex)
If you’re targeting global manufacturers as a technology vendor, there are many challenges they can have that provide important clues to influence your positioning when proposing a solution or approaching target accounts. We can’t explore them all and we could go into much more depth on each of them, but there are 3 simple steps … Continue reading “3 simple steps we take in any RFP or ABM situation (however complex)”
Five common scenarios facing sales leads in key accounts. And where Account Based Strategy can help best.
We’ve stepped beyond delivering ABM, because most of it has become about delivering programmatic generic marketing. Instead we’ve focused on genuine one-to-one C-level strategic alignment between major accounts and our clients’ sales leads. In doing so, we’ve identified 5 critical scenarios that are impacting a sales leads ability to retain or grow business with a … Continue reading “Five common scenarios facing sales leads in key accounts. And where Account Based Strategy can help best.”
Nailing the “must-win” deal
You submitted your must-win bid and the bid team celebrates. But “what-if”….. What if your competitors were able to do 5% more? And what if that 5% more really did ensure 100% success. In the “must-win” situation, when sales revenue and peoples’ jobs are dependent on the result – the “what if” has to … Continue reading “Nailing the “must-win” deal”
Competitive positioning – from the race track to the office
Over a cup of coffee and slice of flapjack at the weekend, my husband and I were discussing what it is we actually do in our jobs – something that after 11 years together neither of us can fully fathom. An MG racing driver in his spare time, he said to me, “the only thing … Continue reading “Competitive positioning – from the race track to the office”
