Profile cover photo
Profile photo
Jim Burns
President of Avitage Consulting LLC in Boston area. Content strategy and operations beyond marketing and websites. Content publishing operations design & implementation for content marketing, sales and channel enablement. Get more out of content investments
President of Avitage Consulting LLC in Boston area. Content strategy and operations beyond marketing and websites. Content publishing operations design & implementation for content marketing, sales and channel enablement. Get more out of content investments
About
Posts

Post has attachment
B2B sales marketing and content functions often experience natural complexity as “complicated.” This can cause execution paralysis. Complexity Simplified is strategy to resolve this condition.

https://medium.com/@avitage/complexity-simplified-the-b2b-selling-dilemma-ae2e0493bba0#.7j85gzvsn
Add a comment...

Post has attachment
We are all knowledge workers. We don't need "content" as much as the knowledge and communication support content delivers. By shifting questions from content to knowledge requirements higher-performing content can result. Clarity of what's required and why improves justification and financial support.

https://www.linkedin.com/pulse/knowledge-delivered-jim-burns
Add a comment...

Post has attachment
One of many implications of CEB Challenger Customer insights for B2B sales leaders is the ability to gain a competitive advantage by selling into the "hidden opportunity market"


http://wittyw.it/4655dc49
Add a comment...

Post has shared content
Lots here to consider that has implications for content planning and creation. Concept is one thing. Execution practices that work are something else. Check out my question to Mark.
Why SEO and Social Media Are Digital Marketing Partners

Social media is probably not a direct SEO ranking factor. But that doesn't mean it is irrelevant to your SEO strategy. Far from it!

In this episode of the popular "Here's Why" video series, our CEO, Eric Enge, and Sr. Director of Marketing, Mark Traphagen, explain why you should make sure your social and SEO are working together for what Mark calls "reciprocal leveraging."

Get the full transcript and links mentioned at stonet.co/why-sm-seo-gp
Add a comment...

Post has shared content
The Psychology of Change

I don't know much, but I know this. People don't buy solutions. They buy change.

Therefore, if you want to perform well in a B2B sales role, you need to seriously consider getting rid of your vendor-centric value propositions and instead focus on understanding what your buyers are most likely wanting to change.

Align your solutions to your buyers current belief and/or mental model, and selling will become a hell of a lot easier.

#b2bsales
Add a comment...

Post has attachment

Post has attachment
90 second (audio) Daily Content Musings

Learn to design + create content for multiple formats from each content workflow, today on ...

http://www.avitage.com/registered-content/avitage-daily-content-musings
Add a comment...

Post has attachment
Improve content creation speed time and timing

On 90 second (audio) Daily Content Musings

http://www.avitage.com/registered-content/avitage-daily-content-musings
Add a comment...

Post has shared content
For B2B sales organizations, content IS a strategic imperative.

This wasn't the case when most sales leaders were actively selling. But appreciation for this new requirement, and the need for new competencies to know how to effectively use content to sell, is growing.

This post from a leading analyst does a good job explaining the case.
#salesenablement #content #salescontent #contentstrategy

Content must become a sales force’s strategic imperative and a number one priority on every sales leader’s agenda.

Customer-facing content is an element that can impact the relationship with prospects and customers quite significantly. To provide highly effective content, a customer-core strategy is mandatory, and that requires a customer-core enablement framework to be able to tailor content services accordingly.
Add a comment...
Wait while more posts are being loaded