1. For Sales Blogging and Social Selling – Think Like a Publisher

      The practice of social selling has crossed the chasm and entered the tornado stage. (Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. (Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers. In my view, “think like marketers” means sales people must approach selling from a buyer perspective. They must understand and align to the issues, questions and process buyers must address to make a buying decision. (See Sharon Drew Morgen – Buying Facilitation) Not all buyers are ready or interested to hear about your company and product — especially those features. But I also know that thinking like a marketer does not mean thinking like a journalist. It does not require sales people to “blog” – certainly not in the way most...

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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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