Resources: Increase Your Effectiveness
Taking the pulse of marketing and sales
Each quarter, Corporate Visions Inc. releases the results of surveys conducted with marketing and sales professionals who work in complex, business-to-business selling environments. The findings highlight trends and challenges facing industry-leading companies across the globe that are working to achieve alignment between their marketing and sales efforts.
Quarterly Sales & Marketing
Messaging Report
Q4 2011: Nurturing
- While 55% of marketing and sales professionals indicated that their organization has a formal nurturing program in place, a little over half of those said that the leads being delivered to Sales still aren't well qualified.
- Not surprisingly, emails and phone calls dominate nurturing programs, while media (videos, webinars) and direct mail are used less frequently.
- A slight majority felt that their company's nurturing content was compelling enough to cause prospects to accept a sales appointment.
Latest from the Blog
How to Steal Your Competitors’ Best Customers
Most of the time, when you steal customers from your competitors, they are one of two types: extremely unhappy with the product or service (which could also mean they’re high-maintenance), or loss leaders that your competitors don't really want. The customers you really want to steal are the ones that are profitable and low maintenance. [...]
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Are you relying on Union Rules for your sales messaging?
Yesterday one of our consultants, Scott Weinhold, was on a tram while connecting flights between client events, and he couldn't resist sneaking a photo of an airline pilot's luggage. What caught his eye was the bag tag promoting the pilot's union. Here was the union's attempt to create value for themselves:
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Is Your Brand Message Archaic?
Desktop computers, fax machines and the floppy disk drive - at one point each of these technological advances were fundamental components of our daily lives, but now, most are considered archaic.
The same may be true for your classic 30,000-foot brand messaging. It's obsolete.
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Conversations that Win the Complex Sale
By Erik Peterson, VP of Consulting
and Tim Riesterer, CMO and SVP of Consulting and Products
Everyone loves a good story, especially when it's about them. In this book you'll find a methodology for making your prospect the hero. Read about techniques for engaging your client through compelling storytelling to ensure you stand out at every touch point in the buying process.
Customer Message Management: Increasing Marketing's Impact on Selling
By Tim Riesterer, CMO and SVP of Consulting and Products and Diane Emo
In today's complex market, product advantage is fleeting. It is no longer what you sell, but how you sell it. This comprehensive guidebook gives readers invaluable insight into how to create effective brand, marketing, and sales messaging based on customer business roles and goals.