Rising Above the Competitive Bakeoff

Here are the discussion topics that you will find in this title :

• Sales and marketing disconnect
• Rising above the competitive bakeoff (0:57)
• Who are you? (0:36)
• Statistic - unused collaterals (0:44)
• Statistic - selling time (0:39)
• Statistic - sales training (0:32)
• The need for marketing and sales alignment (0:57)
• Perceived parity (0:56)
• Why is there so much parity perception? (1:9)
• Where does differentiation occur? (1:21)
• Typical company reaction (0:47)
• The problem with “solution selling” (0:28)
• The problem with sales training (0:18)
• Fixing the disconnect
• Customer Message Management® (0:59)
• Customer Message Management® (0:33)
• Customer Message Management® (1:3)
• Customer Message Management® (1:4)
• Customer Message Management® (0:22)
• Fix the content problem (0:12)
• How good are your customer communications? (0:26)
• Differentiated vs. Bake-Off Messaging (0:26)
• Differentiated vs. Bake-Off Messaging (0:40)
• Differentiated vs. Bake-Off Messaging (0:26)
• Differentiated vs. Bake-Off Messaging (0:24)
• Differentiated vs. Bake-Off Messaging (0:36)
• Differentiated vs. Bake-Off Messaging (0:20)
• Mapping to the buying cycle
• CMM Message Map (0:21)
• CMM Message Map (0:33)
• CMM Message Map (1:33)
• CMM Message Map (0:30)
• CMM Message Map (0:47)
• CMM Conversation Roadmap (0:45)
• CMM Conversation Roadmap (1:48)
• CMM Conversation Roadmap (0:52)
• CMM Conversation Roadmap (0:18)
• Fix the context problem (0:21)
• Buying Cycle “Moments of Truth” (1:19)
• Buying Cycle “Moments of Truth” (0:25)
• Buying Cycle “Moments of Truth” (1:15)
• Buying Cycle Communications (1:32)
• Want to learn more?
• In summary (0:53)
• Want to learn more? (0:25)
• Thank you!
• Thank you!

• CMM Whitepaper - Brainshark Content Network (1.3 MB)