Over the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In the video below, Robin Schaffer and Andrew Reed discuss how to get your Sales Enablement programme going, and share ‘war-stories’ from their own extensive experience.
Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant. […]
Over the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In this edition, Bram Weerts and SageCircle co-founder Dave Eckert go in-depth on why Analyst Relations professionals should put in the effort to set up a Sales Enablement programme.
No story can be instrumental unless it is first and foremost entertaining. That’s the message I took away from a conference held by the Creativity Marketing Centre (@CreativityMktg) at ESCP Europe (@ESCPeurope), the world’s first business school, at its campus in London last week. The event brought together some of the most impressive academics working on Read more about Like Pike Place? Influencer marketing needs to be more entertaining?[…]
“Integrating PR” is the title of a presentation I’ve just uploaded to slideshare. Subtitled “How integrated marketing communications can save public relations” it outlines the opportunities for public relations, the obstacles preventing PR from meeting its potential, and the solutions for both PR as a function, and for professionals looking to move up in the industry. In Read more about Slidecast: How integrated marketing communications can save public relations[…]
One of the surprises in the 2013 Analyst Value Survey was the rapid improvement by a number of mid-sized analyst firms. Many users of analyst services tell us they are getting great insight at a fraction of the cost of larger firms. However, there are substantial obstacles. How can these firms scale up profitably to Read more about Mid-size analyst upstarts are creating value faster[…]
As we mentioned earlier this month, Leslie Ament has some blunt comments about what AR people need to know, both about analysts in general and about Hypatia Research Group specifically. Many thanks to her for the comment below. In the interest of transparency, here are our observations and suggestions: Most analyst relations professionals on the vendor-side do Read more about Guest post: Hypatia’s tough love for AR pros[…]
On March 3rd 2014, Kea Company announced its purchase of SageCircle. It’s great news for the analyst relations profession, and I am excited that Dave Eckert will be joining our advisory board. I’m looking forward to Kea’s role in developing SageCircle’s contribution. The press release explains that SageCircle has developed an immense reputation: “The integration Read more about SageCircle joins Kea Company[…]
Jorge Cachinero, group senior director at one of Europe’s leading communications consultancies, made some interesting comments today during an Instituto de Empresa talk. Alongside a dozen years teaching at IE, at Llorente y Cuenca and other firms he has lead brand innovation and strategy for some major international brands including consultancy, automative and tobacco companies. He recently Read more about Llorente y Cuenca’s Jorge Cachinero on reputational freefall[…]
Companies in many markets are able to accelerate their sales pipeline and improve their sales conversion rates by ensuring that influencer relations professionals are enabling their sales teams. That was the powerful message that David Taylor gave to the Analyst Relations Forum in London in October 2014. Taylor is one of Europe’s most respected experts Read more about Sales enablement: David Taylor on why AR and influencer professionals need to speed up sales[…]
In a recent webinar on sales enablement David Taylor, Cisco’s former head of analyst relations and marketing intelligence in EMEA, talks over the realities of analyst relations and what AR professionals and do to develop the value of AR. In this 26 minute recording, you can hear David explain what an effective sales enablement process Read more about Webinar playback: David Taylor and Duncan Chapple discuss sales enablement[…]
NelsonHall’s built an astonishingly strong reputation over more than a decade of research into BPO and strategic sourcing. At the AR Forum on October 3rd, John gave a case study presentation to show how they are responding to the challenge of changes in the way that users are consuming research. For some of the same Read more about NelsonHall’s John Willmott on how analyst firms should respond to users’ changing needs[…]