1. Theory of Postponement and Content Marketing

    The theory of postponement is well understood in the supply chain and manufacturing world.  With solutions that have several variants, or that require customization, the process is designed to postpone adding variant features or customizations until the last possible moment.  Common sub-assemblies may be built to stock, but variants are built to order, and are assembled just before they ship.  Think of the genius in the Dell custom PC supply chain. Content creation in this era, where buyer relevance is a core principle, should leverage that same postponement philosophy.  The “new producers” on the front line of business – marketing campaign developers, bloggers, inside sales, presales, direct sales and channel partners should be able to custom assemble content just as it is needed.  They should be able to do this every day without consuming their day. To do this requires content that is pre-produced in a modular fashion that anticipates...
  2. 35 Days to Great First Sales Meetings

      35 Days to First Conversation — do the math For prospects who actively engage your content, assuming a two day lag in viewing, here is a possible sequence to your first call appointment (elapse time not work days) (“your mileage may vary”): Day 1 – send initial invitation touch with vmail call Day 3 – prospect views email content Day 5 – send Touch #2 automatically, no call Day 7 – prospect views content Day 14 – send Touch #3 mail, vmail call Day 16 – prospect views content Day 23 – send Touch #4 mail, vmail call Day 25 – prospect views content Days 25, 26, 27 – email & call to request introduction conversation Day 35 – have first introduction call For a detailed, comprehensive explanation of each step, download this document.  
  3. Rethinking “Why do you do webinars?”

    In our recent blog post “7 ways to take your webinars to the next level”, we discussed some specific techniques that can help you get more out of your webinars. The blog post was well received with engagement through our inbox, blog comments, LinkedIn, Twitter and was requested as a guest blog post by Shari Weiss (@sharisax). As we engaged in this dialog, it occurred to us that if you are running a webinar program or thinking about doing so, there is a fundamental “step forward” that you can take to best leverage the medium for your organization. Several years ago, if you asked a marketer why they run webinars, 10 times out of 10 the answer would be for two reasons – “one, to get our message out” and “two, to generate leads”. Today, while these are still important outcomes from a webinar program, we believe that they are trumped...

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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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