Video of Mid Atlantic Marketing Summit and panel discussion: Intersection Point: Where Sales, Social, and Content Collide.
A blog post highlighting three major takeaways from a panel discussion I was on.
To be really effective at selling professional services you need to leverage not just traditional BD sales staff, but also the efforts of your project staff that interact onsite with the client. This article will introduce an age old commercial selling framework (“SPIN” Selling) and illustrate how it can be applied to government contracting.
By now, most marketers are familiar with the concept of modern marketing and the benefits of embracing technology and new approaches to meet organizational goals. But what if you’re stuck somewhere in between a traditional and a modern approach? How can you make the switch and what potholes lay ahead? This interview explores the challenges and successes in bringing my organization from the old-fashioned, traditional (company-centric content, owned and traditional channels) to the modern era (of customer experience, storytelling, digital channels, and performance marketing) in our approach to marketing and communication.