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Avoiding Collateral Damage
You invest significant resources in marketing to create messaging, positioning, sales tools and
training designed to increase sales effectiveness. Sometimes referred to as “collaterals,” this
content is often relegated to a tactical blip on the business radar screen. But, take a moment to
consider the cost to your organization when one or more of the following occurs:
1. You build it, but sales doesn't use it.
2. You build it, and sales uses it, but it doesn’t fit.
3. Sales builds their own stuff, and it's bad news.
“Collateral damage” means wasting valuable marketing budget, wasting precious selling time and
wasting potential points of competitive differentiation. Regardless of the reason(s) that apply to
your organization, “collateral damage” significantly reduces sales and marketing effectiveness.

Click here for the latest CMM article:  "Avoiding Collateral Damage"

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Rising above the Competitive Bakeoff: Aligning Marketing and Sales with the Customer Buying Process
 
How concerned are you that customers can’t distinguish between you and your competitors? Have you ever thought about the fact that most, if not all, of our marketing messages and sales communications typically start at the product and service level and then work their way “down” in terms of detail. This assumes most customers already have sense of the type of product or service they may need, and our content is basically compared side-by-side in the competitive bakeoff.

What would happen to our customer conversations and sales cycles if we could move further “upstream” into the customer decision-making process with our messaging, sales tools and training? In this webcast, you will learn a process for creating and delivering content that your sales people can use to engage customers earlier in the buying cycle -- when they are considering their objectives and possible challenges and needs for meeting those objectives.

Tim Riesterer, author of “Customer Message Management. Increasing Marketing’s Impact on Selling” will share his experiences and insights helping companies such as HP, AT&T, Royal Bank Canada, AmerisourceBergen, Caterpillar and others build more consultative, solutions-oriented messaging and sales tool support designed to elevate them above the competitive bakeoff.
Listen to the webcast now:  http://www.presentationselect.com/ama/archive/013107/preview/OLD_datafiles/player.html

SiriusDecisions Reviews CMM Group

SiriusDecisions, a firm providing senior-level executives with sales and marketing operational intelligence, recently completed a thorough evaluation of Customer Message Management consulting services.  CMM appreciates their evenhanded approach in their review of our services.
Click here to read the full critique.