Resources
Article: Marketing can lead big change by tackling the human factors
New article by Lilia Shirman in B2B Buzz
Article: Turn Your Pitch into a Conversation
Help your sales people listen and get on the same side of the table with the customer by turning your sales pitch into a conversation.
Article: Nurture Your Channels
Your company’s ability to try new initiatives and pursue new market opportunities depends on the ability of your sales channels to adapt. To help them effectively, deliver tools and knowledge appropriate to each channel segment.
Benchmarking Study: Vertical Market Specialization by B2B Vendors
This Study presents data from 125 B2B vendors about motivations, practices, and results of specializing resources to focus on target vertical markets. Find out:
- What motivates companies to invest in specializing for target vertical markets
- How specialization in marketing, sales, alliances, services, and products evolves over time
- How industry focus impacts revenue, lead generation, and brand awareness
Free Client Brief: Cultivating Customer References: Leveraging Past Success for Future Sales
Customer success stories are regularly cited as the most valuable sales tool. Yet many companies find themselves scrambling to come up with the right reference when the need arises.
Here are some simple suggestions for putting a repeatable process in place to cultivate customer advocacy and create a continuous stream of success stories and other reference materials.
Free White Paper: Succeeding with Solutions White Paper
A practical guide to identifying, developing, and succeeding with solutions.
Companies are looking for ways to combat commoditization, raise their
average deal size, and engage more senior, business-focused decision
makers. Many such vendors see solution offerings as the answer.
Unfortunately, many begin to stall almost immediately, with internal
disagreements about what solutions are, and how much to invest in
creating them. Here’s a simple guide to help you
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Differentiate between solutions and products
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Define an appropriate role for your company within the solution stack
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Select solution areas in which to invest
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Enlist all the organizations and processes required to make the solution a market success
Free Client Brief: Beyond Net Promoter Scoring
Understanding customer-generated word of mouth.The highly popular Net Promoter Score (NPS) customer satisfaction
metric has gained broad adoption in the last five years. Customers’
likelihood to recommend you to others is a great measure of their
satisfaction and loyalty. Unfortunately, Net Promoter scoring limits
visibility and could lead your customer satisfaction initiatives
astray. That's why most companies incorporate NPS into their
Customer Feedback systems rather than use it as designed. There are
many other critical questions to ask your customers. Here’s a quick
introduction to Net Promoter Scoring and how to gather and use
information about customer word-of-mouth in a way that's valuable
for your business.
Free Case Study: Harvesting Revenue Opportunity in New and Complex Markets at CA Wily
Learn how CA Wily created momentum in a key industry.Copyright © The Shirman Group 2007 All Rights Reserved