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An Example of a Multi-Channel Selling Tool in Action
AlphaStaff, the leading company in the shared employment industry, had a big selling challenge. They needed to get their primary selling channel – hundreds of insurance brokers – to understand their offering and identify clients and prospects who would value … Continue reading
Business-to-Business Marketers Lead the Way in Thought Leadership Selling
A variety of business-to-business and industrial companies – including GE, Siemens, DuPont and PricewaterhouseCoopers – are at the vanguard of thought leadership selling. They provide an excellent example of how any company can be a credible thought leader in the … Continue reading
An example of Thought Leadership Selling in the Life Insurance industry
In 2005 the Guardian Life Insurance Company of America created a proprietary sales and marketing tool for its 3,000 financial advisors nationwide called the Living Balance Sheet. The Living Balance Sheet is a web based tool that organizes every piece of … Continue reading
An example of Thought Leadership Selling In The Sugar Processing Industry
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
An example of Thought Leadership Selling In Business Banking
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