1. Creating microcontent first might resolve your content problems

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      Looking back, I’ve been involved with microcontent for 25 years in the content business with Avitage. Although we never called it that. The name Avitage was created from “audio-video montage”. A montage is a picture created from many little source images. Microcontent is each slide in your PowerPoint decks. If you think about where “knowledge” is stored in your organization, you might respond, “in our people’s heads, in our PowerPoint, and in document, video and perhaps audio files.” Probably in that order. Our first software application managed PowerPoint at the slide level. The application allowed individual slides to be assembled into “Collections,” without duplicating source slides. It operated in a manner similar to the thumbnail view in PowerPoint. But it managed an entire organization’s sanctioned and personal PowerPoint. We subsequently associated audio with each slide. Audio as microcontent. One audio element could provide coaching on the intent and use of the slide. A...
  2. Three focused actions improve your B2B sales effectiveness

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      This article introduces the discovery of a simple and practical approach to improve B2B sales effectiveness. It is especially important for B2B selling organizations with, or trying to adopt, a value selling model. And it’s an approach few organizations have thought about.   The Sales Effectiveness Problem and Core Cause For B2B selling organizations, there is only one primary sales problem … … the inability to predictably, reliably and profitably hit your revenue (growth) number.  There are numerous causes. The cause that seems most pervasive, and not well addressed, is … … the inability to deliver effective knowledge, conversations, and information, in context, at scale.  These factors are each important and inter-related. But the core cause is ineffective sales conversations. Specifically, the inability to engage new prospects effectively, to speak with insight about the prospect’s business issues, and to create value through how you sell as much as with...
  3. Small moves, smartly made, improve (unified) content strategy

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      An effective content strategy is a challenge most B2B organizations face today. The maturing use of content, along with competitive market factors, means the bar is constantly rising. Effective knowledge, information, and content are key business drivers. They impact top business objectives, especially: Organic revenue growth through new customer acquisition Sales, marketing and channel productivity, lower selling costs Acquiring data about customers and buyers to feed data-driven decisions Delivering a consistent, exceptional customer experience. Most organizations claim a content strategy. The question is, “how effective is it?” This article introduces a novel and relatively simple approach. Small moves that, smartly made, quickly and dramatically improve the content strategy process, quality and thoroughness of outcomes. Sales and channel leaders, who want to improve the quality and completeness of their content, will find this approach especially interesting.   Beyond Content Marketing The state of the market has moved beyond content marketing. ...
  4. Marketing and Sales Content – Differences That Matter

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      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 content is a strategic imperative when selling in a digital age of hyper-connected, hard to engage, low attention span buyers. Sales performance suffers due to poor or missing sales content. This is the common state across most B2B sales organizations. According to SiriusDecisions, 65% of content created by marketing for sales is never used. That’s not surprising to me. This has been the case for well over a decade. What’s shocking is not only that it isn’t resolved, it’s not improving! I believe the B2B sales content predicament is actually much worse than these statistics indicate. This statistic and underlying research...
  5. What is a Leveraged Content Supply Chain?

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        In What is a Content Supply Chain? I identified the shortcomings of the traditional and still prevalent process by which B2B organizations create content. I concluded by saying the question is, How do you design a content supply chain process that will optimize 10 essential content criteria, especially the need to scale without scaling investment, or compromises to important criteria? In our 20 year content creation business we discovered the answer in a different approach, process and set of techniques we refer to as a leveraged content supply chain process. If you Google content supply chain you will discover the content workflow management software category that some claim IS the content supply chain. This isn’t what we’re talking about here. This is like saying ERP software IS the manufacturing supply chain. Manufacturers learned they first had to change their supply chain process to realize the big value ERP software investments...
  6. Why Content Operations Is Your Next Focus Area

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      Business-to-business selling organizations that have adopted inbound and content marketing strategies to deliver relevant, useful, educational content to prospective buyers should give this question serious consideration. Four factors implicate this as a possible requirement: Universal business drivers Each company’s go-to-market goals, strategies and plans Content strategy and requirements Challenges that constrain content performance  Universal Business Drivers In our post Business Trends Indicate Need for Enterprise Content Strategy and Operations Management we presented relevant insights from several prominent analyst firms on top business trends that have implications for customer facing content: the digital enterprise, digital marketing, digital content, enterprise content strategy and operations.  As these analysts make clear, content is a strategic imperative, and primary driver of top business objectives. Changes in several areas are contributing to the need to adopt a unified marketing and sales content strategy that goes beyond marketing, websites and contentprojects, among many others: Buyer expectations...

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