Author Archives: sdiorio

Making Selling Simpler

Posted on September 3, 2010 by sdiorio

Here is a clever video our crack team created that explains a good way to make thought leadership selling simpler. While the video oversimplifies many of the challenges of good solution selling or needs based selling – it zero’s in … Continue reading →

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A CEO survey by IBM reinforces the role of thought leadership selling in the future

Posted on September 1, 2010 by sdiorio

A recent survey of 1,500 CEO’s by IBM titled Capitalizing on Complexity provides validation of many of the concepts underlying thought leadership selling, including the growing importance of: Creativity and original thinking in business success Rethinking how you engage with … Continue reading →

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Thought Leadership is the New Sales Pitch

Posted on August 31, 2010 by sdiorio

A marketing agency, named the Basis Group, wrote a thoughtful white paper on establishing your brand as a thought leader.  The paper outlines how sales organizations are being forced to rethink their approach to cold calling, mass emails, and brand … Continue reading →

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A useful report for executives looking to differentiate their sales experience

Posted on August 31, 2010 by sdiorio

Profitable Channels recently published a good report titled: Thought Leadership Selling. The report does a pretty good job of explaining what we mean by Thought Leadership Selling and will show you practical ways that you can execute sales programs that … Continue reading →

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Thought leadership is essential to B2B marketing success

Posted on August 22, 2010 by sdiorio

A wide range of business experts– including the Gartner Group, Forrester Research, the Corporate Advisory Board, McKinsey and the Economist Intelligence Unit – are publishing studies that reinforce the growing importance of establishing thought leadership in improving sales results and … Continue reading →

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Gartner Group Report on Thought Leadership Marketing

Posted on August 20, 2010 by sdiorio

A chorus of consultants are emphasizing the importance of thought leadership to creating sales success.  The Gartner Group cites Thought Leadership Marketing (TLM) as a major business trend that was incubated in high technology and consulting circles but is now … Continue reading →

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An example of Thought Leadership Selling In The Sugar Processing Industry

Posted on August 19, 2010 by sdiorio

One good example of how a B2B selling organization in a commodity industry – Sugar Processing – has executed a systematic thought leadership selling program is The Imperial Sugar Company.  The Imperial Sugar Company created its own newsroom and has … Continue reading →

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An example of Thought Leadership Selling In Business Banking

Posted on May 20, 2012 by sdiorio

  SunTrust Bank recently won Nine Greenwich Excellence Awards for Outstanding Service in their business- to-business service lines – Small Business and Middle Market Banking. In the press release quoted below SunTrust cited their innovative thought leadership selling programs as … Continue reading →

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