3. Current way of doing business
Sales
EVP
VP Sales
CEO
Dir. Mktng.
Show Show Get me Close We’re
me me Leads Deals Trying
Results Results
4. Current way of doing business
Sales
EVP
VP Sales
CEO
Dir. Mktng.
Show Show Get me Close We’re
me me Leads Deals Trying
Results Results
But this approach is no longer effective.
5. Let’s look back a few years
Information
Information Information
Problems
Executives had problems to solve.
17. Stages of Buying
Past
Identify
Research Consid. Short List RFP Review Negotiate Select
Need
Vendor Contact
Current/Future
Identify
Research Consid. Short List RFP Review Negotiate Select
Need
Vendor Contact
19. Web Presence
A robust and findable web presence needs to become the
informational hub of the company. It needs to be the
go-to place for great educational and thought provoking
content.
20. Our web presence needs to attract buyers of our products
and services.
The content needs to provide information that matches the
stages of the buying process.
Blog posts, podcasts, videos, slideshows, flash demos,
case studies, etc.