Avitage - Conversations & Content in Context at Scale

Conversations and content need better answers not just good stories

We hear sales leaders say:

Conversations and content need better answers not just good stories

We hear marketing leaders say:

Conversations and content need better answers not just good stories

Avitage delivers for sales::

Conversations and content need better answers not just good stories

Avitage delivers for marketing:

Conversations and content need better answers not just good stories

Clients experience:

Companies need a different Content Production Model

PLAC

Knowledge Acquired & Delivered

content as a strategic imperative

Conversation &
Communication Support

Situation-specific Information
On Purpose By Design

Sales Leaders – Align your value sale model to market realities

by Jim Burns

Featured, Marketing and Sales Strategy, Sales Effectiveness, Sales Ready Content

Are you involved with a commodity, or a complex/value sale? How would you know? Do your prospects understand the business problem that your offer addresses? Do they know what’s required to solve that problem? If the answer is “yes” to both, you are selling a commodity — or soon to be — offer. If...
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The epidemic in B2B sales prospecting

by Jim Burns

Featured, Marketing and Sales Strategy, Sales Conversations, Sales Effectiveness

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. Sales pipeline quality, volume and conversion rates are both symptom and impact of this situation. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is...
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Sell into the “hidden opportunity market”

by Jim Burns

Featured, Marketing and Sales Strategy, Sales Effectiveness

We used to say, “sell ahead of the RFP.” Then, for more than a decade we’ve been telling clients, “sell ahead of your competitive herd.” Now we’re telling them, “sell into the ‘hidden opportunity market’.” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on...
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