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Make it Easy for Buyers to Choose Your Solution

digital content research

More than ever, your prospects and customers rely on digital content to learn, form opinions, and decide whether your solution will help them meet their business goals. But if the goal is to create content that persuades buyers to choose your solution, why doesn’t most content drive decisions the way it should?

Defeat Your Prospect’s Status Quo with Unconsidered Needs

defeat the status quo by introducing unconsidered needs

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all.

Why is Most B2B Marketing So Forgettable?

Your buyers interact with your marketing in one moment, but they make the decision to buy in the future. That means the messages and assets you create must stick in your buyer’s mind long enough to influence their purchase decision. Unfortunately, most marketers don’t believe their content is memorable or actionable.

Marketing is Moving Further Down the Sales Funnel

Digital content and changing buyer preferences continue to push the role of marketing further down the sales funnel. It’s no longer enough to drive awareness or interest—you are now in the business of influencing buying decisions. But how do you influence those decisions with your marketing?

Proving the Power of Situational Enablement

Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new…

The Necessity of Fluency Coaching

One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency…