05 Apr

Enhance Your Sales & Marketing Efforts – Best Practice #5: Integrate Your Business Value Tools into Sales

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By Nancy Selig
Vice President, Interactive Platforms Services

As stated in my earlier posts, when building Business Value tools into your organization, you first have to focus on demonstrating business outcomes, and quantifying the value of your service to clients and prospects. The final steps are automating the sales process wherever possible to create efficiencies, and integrating all these activities into your sales and marketing programs – which I’ll expand on below.

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28 Mar

Enhance Your Sales & Marketing Efforts – Best Practice 4: Automate the Sales Process

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By Nancy Selig
Vice President, Interactive Platforms Services

The sales process can involve a lot of manual, time-consuming steps.

That’s where automation comes in.

Interactive tools can help to automate the sales process, guide the sales conversation, and bring to light only that information which is most relevant to a particular stakeholder. In the last year, IDC has talked to over 100 salespeople, and we have learned three things.

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15 Mar

Enhancing Your Sales & Marketing Dialogue – Best Practice 3: Elevating the Customer Experience

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By Nancy Selig
Vice President, Interactive Platforms Services

A critical aspect of transforming business outcomes begins with elevating the customer experience. A traditional product-feature sales pitch involved talking at the buyer. In a business value mindset, the focus shifts to engage the customer in an interactive conversation. There’s a lot of information available today, and customers have ample opportunity to educate themselves. An interactive conversation is different, in that it requires creating a compelling story that focuses on solving the buyer’s problem. In this scenario, think of the buyer as the main character of the story.
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