1. Change your content process to leverage accelerate and scale

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    Content Operations, Marketing and Sales Strategy
      When it comes to customer facing content, much is written about creative techniques, tools and infrastructure. But there is little thinking or discussion about content process change. By changing your content process for strategy and operations you can leverage resources and assets, accelerate production time to real-time, and scale outputs without compromise. My thinking is influenced by the re-engineering experience in the 1990’s. The refrain we hear today about return-on-investment for content marketing is very similar to complaints in the 90’s about lack of evidentiary ROI on investments in personal computing technologies — hardware and software. I was influenced by the writing of British cybernetician Stafford Beer who wrote: “The question that asks, ‘given my my business, how should I use the microprocessor?’ is fundamentally the wrong question. A better question would be, ‘given the microprocessor, how should I design my business?'” Companies re-engineered their accounting, manufacturing and product...
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  2.

    More Than Content Needs Overhaulin’

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    Content Operations, Marketing and Sales Strategy, Sales Effectiveness
    For all the time, attention and investment made in sales enablement tools, it’s a shame a fraction of that hasn’t been invested in solving the core problem: the content itself. One of our colleagues often quips: “it’s easier to buy software.” He means easier than figuring out the culture and process changes, aligning siloed functions, enrolling stakeholders, and resolving all the interdependent causes of problems. He also says, “every major purchase is essentially a change management initiative.” Despite the lip service and pockets of success (sustainable?), sales enablement hasn’t yet met expectations. But then …. CRM? I was reminded of this by Tom Pisello’s summary of the Qvidian users conference. Top Priority: Content Overhaulin’. While “purging, aligning and personalizing” content might be necessary work, what’s really required is a better process for content. How can it possibly be, that in the fifteen years I’ve been involved with B2B content, most...
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  3.

    Got “content” challenges? Apply the problem-cause model

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    Content Marketing, Marketing and Sales Strategy, Sales Conversations, Sales Effectiveness, Sales Ready Content
      Serious practitioners of content marketing inevitably face significant content challenges. But sales professionals do as well — especially to conduct effective change conversations with customers. Surveys, as well as client discussions about top content challenges, reveal the operational nature of the underlying causes of many of content related problems. Operational Issues However, I seldom see content strategy guidelines address operational issues. This is a major shortcoming of current thinking. Content strategy and planning for content marketing is a different and complex task for most newcomers. But if you look at the challenges early practitioners have faced, you will want to figure this out quickly. One of the most useful models we use we call the “problem-cause model”. Like many powerful ideas, this idea is simple. But work with it and you will experience important insights that will help with your content strategy and execution. Problem-Cause Model Explained In this...
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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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