Avitage - Conversations & Content in Context at Scale

Your first move in a selling crisis

by Jim Burns

Featured, Sales Conversations, Sales Effectiveness

What is your best first (positive) move in a selling crisis? It’s easy to become overwhelmed. Many possible remedies. Limited time, resources, attention. Success in B2B selling relies on effective sales conversations. Why then does it make sense to require each rep to figure out and execute every critical...
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An experience using sales conversation frameworks

by Jim Burns

Featured, Sales Conversations, Sales Effectiveness, Tips & Techniques

I was only four prospecting calls into my target list. I was calling to talk about sales performance issues. Then, I got this response from a sales manager I reached: “We don’t have any significant sales performance issues. We killed it last year.” Now, think about the ways your...
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Where to start when you experience B2B sales performance issues

by Jim Burns

Featured, Sales Conversations, Sales Effectiveness

If you are a B2B sales leader experiencing sales performance issues, with sales teams that must execute a complex, solution, or value sales model — what do you plan to do? These are some of the actions you might be taking, or considering: A performance improvement “initiative” – reps often refer...
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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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Marketing and Sales Content – Differences That Matter

by Jim Burns

Featured, Marketing and Sales Strategy, Sales Ready Content

What IS the difference between marketing and sales content? This is a good question to ask across your organization. The answers will reveal people’s thinking and understanding about “content” in general. Notice how clear, specific, consistent and actionable the responses are. Or not. Why does this matter? Effective sales...
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Your first move in a selling crisis

An experience using sales conversation frameworks

Where to start when you experience B2B sales performance issues

Sales Leaders – Align your value sale model to market realities

Marketing and Sales Content – Differences That Matter

Resolving the number one unconsidered cause of low B2B sales and marketing performance, and revenue growth …

… the inability to deliver effective knowledge, conversations, and situation-specific information (content), in context, at scale

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