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Deploying High Impact Solutions,
Delivering Measurable Results

Strategic Positioning, Messaging and Image

We bring a disciplined and proven methodology to positioning engagements, helping you crisply articulate your value propositions, core messages and perspectives on today’s most relevant issues. 

  1. Positioning and Messaging Programs. We help you crystallize your market positioning and drive executive consensus. Our approach ensures your positioning, messaging and campaign content are deeply aligned with the demands and desires of your prospective clients.
  2. Thought Leadership Programs. We enable you to go upstream in the marketplace of insights and influence the flow of ideas. Rather than passively respond to market discussions, you can actively inspire, provoke and guide them.
  3. Image and Brand Programs. We draw on winning design practices and breakthrough creative insights to ensure your brand image is dynamic and compelling. From naming, logos and identity through the design of collateral, ads and trade show graphics, we build vivid brands.

But we don’t just provide strategic guidance. We’re about tactical execution as well. This enables you to focus your energy and expertise on the core strategic issues that promise the highest payoff.  
Leveraging the findings and insights of our positioning sessions and follow-on research, we produce a comprehensive array of high-impact marketing deliverables and services. Among them:

We build a thought leadership platform that enables you to rise above the clamorous sound of today’s overcrowded markets. We elevate you to strategic and distinctive position – one in which you are recognized as a thought leader, trusted advisor and valued resource. We also help you influence the influencers including the media, analysts, consultants, partners and highly respected customer leaders.

Contact us and find out how our clients have achieved clear and measurable results – strengthening their positioning, differentiating themselves and engaging prospective clients throughout the stages of the complex sales cycle. 

Lead Generation and Development

Recognizing that you are intent on gaining clear, predictable and measurable marketing results, we have developed a powerful engine for lead generation and development. By guaranteeing results and tying pay to performance, we commit ourselves to full accountability.

How do we do this? Our answer is to start early in the customer decision cycle – long before some kind of margin-killing, vendor bake-off has begun. 

We produce thought leading campaigns based on relevant issues and fact-driven, quantitative analysis. Such campaigns enable you attract prospective clients at an early stage and provide valued guidance to a complex decision. 

But we don’t end with early stage leads. We understand your desire to develop and nurture leads, ensuring they are truly “sales ready.” Such actions – when rigorous and transparent – help to close the chasm between marketing and sales. They build confidence, trust and market momentum.
To deliver these results, we produce and manage:

  1. Lead Generation Programs. Drawing on a mix of content, design, online marketing, direct marketing, and market analysis capabilities, we produce and execute thought leadership campaigns that attract highly qualified prospects.
  2. Lead Development Programs. In order to stay in the prospect’s “peripheral vision” and ensure that leads are clearly actionable to sales, we conduct lead development campaigns that draw on the capabilities of our highly experienced communicators, marketers and tele-sales specialists.

Learn how dynamic enterprises like yours have employed these capabilities to drive up the quality and performance of their demand generation efforts. Find out how they have generated measurable outcomes and outperformed conventional marketing approaches. At a time when marketing expenses and cost per lead continue to rise, these top performers have set a new standard for marketing impact. Contact us to learn more.

Sales Acceleration and Enablement

In today’s hyper-competitive markets, sales leaders often struggle to meet quota and defend margins against creeping commoditization. Sales people struggle to engage decision-makers and establish a relevant business case for change.

Meanwhile, marketers struggle to ensure their market messages are effective and consistent with sales conversations in the field.

To address these key challenges, we deliver a series of sales acceleration solutions that ensure your marketing messages are on point – provisioning sales for credible conversations with key decision makers.

By enhancing the clarity, credibility and professionalism of sales conversations, we help you advance the sale and ensure quotas are met. 

  1. Value Mapping Programs. Value Mapping is a striking new approach to the challenge of sales enablement. By systematically redefining a company’s value and differentiation from the customer’s perspective, the Value Mapping process enables marketing and sales organizations to capture, share, and continuously improve the sales knowledge necessary to expertly conduct a complex sale. 
  2. ValueMapper Implementations. ValueMapper is a visual positioning, messaging, and sales coaching platform for companies who want to improve their ability to sell solutions.  This patented system breaks the Value Mapping process into three simple stages so that marketing and sales organizations can start improving their alignment and their execution of the solutions selling fundamentals in a matter of hours instead of months.
  3. Sales Communication Programs. With deep expertise in the challenge of complex solution selling, we know you need the right tools and communications to move the sale forward. We have helped our clients rapidly produce an array of highly relevant deliverables such as sales guides and playbooks, presentations, customer engagement packages, sales scripts and letters, case studies and event support material as well as win/loss analysis and competitive intelligence. 

Learn how companies such as yours are capitalizing on such capabilities to advance the sales process and crush their quotas. Find out how marketers are breaking with convention to align themselves with sales and enhance performance in the field.  Contact us today.