Info

The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
RSS Feed
The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business
2017
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
January


2015
December
November
July
June
March
February


All Episodes
Archives
Now displaying: Page 1
Aug 14, 2017

I talked to Jim Burns of Avitage about how to support B2B value selling sales teams with the right knowledge, communication support, and situation-ready content. 

High-performing content is your First Product and Currency with which you earn attention, interest, engagement -- this is the way you create value for buyers. Unfortunately, many executives aren't aware of strategic imperative of high-performing content and the impact on their business. Since most content tends not to be sales or situation ready, it generally performs poorly, often negatively, which does not reflect well on the salesperson or the company brand.

 

Jim and I discussed:

How to assess the current state of your current sales content assets.

What Jim believes to be the underlying causes of why content doesn't perform well.

The primary cases for using sales content:

  • Knowledge, Shared Learning, Preparation support
  • Communication Support
  • Situation-ready

How an organization should go about producing content that is high-quality, high performing and sales-ready.

What Jim recommends in terms of deploying content, or making situation-ready content easier for salespeople to access and use?

And much more.

Enjoy the interview!

 

About Jim:

Jim Burns is a sales professional with a unique expertise in sales conversation and content. For over 20 years his company Avitage developed sales content and software that improved the way sales professionals differentiated themselves and created value for customers through the way they sold.

B2B selling organizations of all sizes have benefited from breakthrough approaches Avitage provided to capture and incorporate selling knowledge into daily activities. They've learned how to create effective communication support and situation-ready content that fuels value selling models.

Avitage no longer produces content. They help organizations capitalize on methodologies and practices that create high-performing content, at scale, without compromise.

0 Comments