Having a clear understanding of what assets to prioritize and develop is critical as research show that 60-70% of marketing-created content is never used by sales because they – among other things – find it irrelevant and hard to use in conversations.
At the same time, buyers are experiencing an abundant, and often conflicting, amount of information across a myriad of channels and touchpoints, which is focused on promoting the product rather than accommodating needs.
Watch our webinar: “Making marketing materials that work for sales”
It’s easy to get lost in the hype of new technologies, but commercial organizations can’t make wild bets on over-hyped buzzwords. Every initiative must be able to be tied to new revenue in the foreseeable future.
Unfortunately we see a trend sometimes to spend too much time on moonshots and cutting edge technology, simply because they’re exciting to talk about and less committing than more hands-on efforts.
An internal SaaS company that focuses on enterprise customers needed to be able to guide customers’ buying process while establishing itself as a credible category leader.
In close collaboration with internal design competencies, Kvadrant Consulting researched and created a Buyer Guide. The buyer guide does not serve as a shopping list, but rather as a tool to make the right considerations ahead of investing in the category & how to drive a such buying process while navigating a complex vendor landscape and many internal stakeholders.
The asset is used in both sales outreach as well as marketing activation, with the buyer guide being the best source of new leads in the category, still running 2 years after its creation.
We are growing and rapidly onboarding new clients to the Kvadrant tribe. Want to help them realize the full potential of their commercial organization?
We’re a team of commercial specialists experienced within change and transformation on both individual and organisational levels.
Kvadrant Consulting is a Copenhagen-based management consultancy focused on driving growth by designing, developing and accelerating the full commercial engine of global companies.
Palægade 8, 3. | 1261 Copenhagen | Denmark
Phone: +45 70 27 02 23
Mail: info@kvadrant.dk
