Avitage Marketing Automation and Sales Enablement

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Business-to-business (B2B) marketing and sales professionals are in the midst of nothing short of transformation in their professions.

The Internet and digital media have changed the way customers buy, acquire information to support their buying decisions, communicate and collaborate.

Content, the ability to create the volume of quality content that is tailored so it is relevant to buyers as they make their way through their buying process, is a central cause of the problems impacting both marketing and sales performance

To respond to the new challenges of the Internet and digital media, requires new content strategies, processes and procedures.

The traditional content production process requires too much time, effort and cost to address these new requirements. Most importantly, organizations need a way to flatten the content cost curve as the need to produce high volumes of content rises almost exponentially.

Marketing and sales professionals must respond with new strategies, processes, practices and tools.

Marketing from …

Strategies: Outbound, mass marketing; to inbound, 1 to 1 marketing

Process: Process: Content about vendors and products; to customer centric, educational content

Practices: Practices: Branding, advertising and mass marketing; to lead gen, nurturing individuals and supporting sales (enablement)

Tools: Text and print collateral, advertising and direct mail; to online, social media and multimedia in many formats

Avitage Supports Marketing with:

To create like a publisher and flatten the content cost curve
To create, manage, deploy and deliver customer relevant content in multiple media aligned to customer buying process
A Content Engine to (pre)produce content for multiple purposes, audiences and formats
Services for lead generation, automated lead management, webinars, virtual shows, PowerPoint and multimedia management, and production support

Sales from …

Strategies: Working the entire sales process, from prospecting through close; to working sales ready leads

Process: Owner of the entire, ad hoc, individual process and techniques; to manager of a defined process aligned to customer buying process, validated techniques and best practices

Practices: Find, propose and close; to assign lead gen and nurturing to marketing and telesales, facilitate the customer's buying process, greater use of phone, web meetings and content as well as in person meetings,

Tools: Great personality and relationships delivered thru planes, trains and automobiles; to insights, support processes and content delivered thru phone, web meetings, portals and social media networks

Avitage Supports Sales with:

Sales enablement and customer engagement strategies supporting live, live online, and on demand communications
Sales messaging, innovative customer communications, content aligned to sales conversations
JIT knowledge sharing, organize content in modules mapped to sales conversations, phone/web meetings, use multimedia content
Avitage Collections, "Second Voice Vignettes", communication support, PrivateSalesCoach "flight checks," virtual briefing centers

Avitage's Community:

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