{"id":890,"date":"2022-07-07T08:05:29","date_gmt":"2022-07-07T08:05:29","guid":{"rendered":"https:\/\/olivechron.com\/?page_id=890"},"modified":"2022-12-21T15:30:26","modified_gmt":"2022-12-21T15:30:26","slug":"approach","status":"publish","type":"page","link":"https:\/\/olivechron.com\/index.php\/services\/approach\/","title":{"rendered":"Approach"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"890\" class=\"elementor elementor-890\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b594062 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b594062\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7ee0262\" data-id=\"7ee0262\" 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\t\t<h3 class=\"small_title style_letter\">   RIGHT<\/h3>\t\t\t \t\t\t\t\t \t\t<h4 class=\"big_title\"><p><strong>\u00a0 \u00a0APPROACH<\/strong><br \/>\u00a0 \u00a0GIVING AN EDGE<\/p><\/h4>\r\n\t\t\t \t\t\t\t \t\t<\/div>\r\n\t\t \t\t<div class=\"transparent_letter style_letter\">A<\/div>\r\n\t \t\t<\/div>\r\n\t \t<\/div>\r\n\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7f53459 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7f53459\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2e2a62f\" data-id=\"2e2a62f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap 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.elementor-tab-title{width:100%}.elementor-widget-tabs.elementor-tabs-alignment-stretch.elementor-tabs-view-vertical .elementor-tab-title{height:100%}.elementor-tabs .elementor-tab-mobile-title{display:none}}<\/style>\t\t<div class=\"elementor-tabs\">\n\t\t\t<div class=\"elementor-tabs-wrapper\" role=\"tablist\" >\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-5401\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"true\" data-tab=\"1\" role=\"tab\" tabindex=\"0\" aria-controls=\"elementor-tab-content-5401\" aria-expanded=\"false\">PERSONALISED MARKETING<\/div>\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-5402\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"false\" data-tab=\"2\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5402\" aria-expanded=\"false\">BUSINESS STRATEGY<\/div>\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-5403\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"false\" data-tab=\"3\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5403\" aria-expanded=\"false\">PERSONAS & BUYER STRATEGY<\/div>\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-5404\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"false\" data-tab=\"4\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5404\" aria-expanded=\"false\">CHANNEL MANAGEMENT<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<div class=\"elementor-tabs-content-wrapper\" role=\"tablist\" aria-orientation=\"vertical\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"true\" data-tab=\"1\" role=\"tab\" tabindex=\"0\" aria-controls=\"elementor-tab-content-5401\" aria-expanded=\"false\">PERSONALISED MARKETING<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-5401\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-5401\" tabindex=\"0\" hidden=\"false\"><p class=\"p1\"><span class=\"s1\"><b>HIT THE ABM HIGHWAY.<\/b><\/span><\/p><p class=\"p2\">There has been a significant shift in marketing momentum from a volume-based lead strategy toward account-based marketing (ABM). It\u2019s a move that allows organisations to focus their resources in an efficient, purposeful way to expand business with current customers and develop relationships with ideal new ones. In fact, according to Sirius Decisions, 70% of B2B organisations plan to invest \u201cmore\u201d or \u201csignificantly more\u201d in ABM (across technology, people, programs and agencies) during the next 12 months.<\/p><p class=\"p2\">ABM isn\u2019t new to us \u2014 we\u2019ve been running ABM or \u201ckey account\u201d programs for years to help fill our clients\u2019 pipelines with quality leads and new opportunities. And now we\u2019re utilising modern strategies, tools and technologies in our ABM programs.<\/p><p class=\"p3\">While interest and financial investment in ABM continue to grow, in reality, very few companies are truly operationalizing account-based strategies and tactics successfully.<span class=\"Apple-converted-space\">\u00a0<\/span><\/p><p class=\"p3\"><b>97%. MARKETERS REPORT HIGHER ROI WITH ABM THAN WITH ANY OTHER\u00a0MARKETING APPROACH<\/b><\/p><p class=\"p3\">BUT<\/p><p class=\"p3\"><b>41% OF ENTERPRISE COMPANIES AREN\u2019T FAMILIAR WITH WHAT ABM MEANS FOR THEIR COMPANY.<\/b><\/p><p class=\"p3\">There are many factors to consider, and we\u2019ve created the ABM Roadmap to help you succeed. It reviews in detail the seven key categories to consider when developing and running ABM initiatives, from the most basic (crawl) to the more involved (walk) to the advanced (run).<\/p><p class=\"p2\"><strong>4 WAYS TO USE OUR ROADMAP<\/strong><\/p><ol class=\"ol1\"><li class=\"li2\">Learn about the range of ABM activities that can be activated and share them with your team to set goals.<\/li><li class=\"li2\">Assess which ABM-related strategies and tactics you have already engaged in and how satisfied you are with your work in these areas. Clarify your \u201cstate of the state\u201d to shorten discovery cycles later.<\/li><li class=\"li2\">Prioritise the next ABM-related activities you\u2019re not yet engaging in, based on how important they are to your organisation.<\/li><li class=\"li2\">Share the ABM Roadmap with your sales and marketing team members to develop a common understanding of priority activities and needs.<\/li><\/ol><p class=\"p2\">After reviewing this guide, you\u2019ll know if you have the resources to successfully tackle ABM internally, or if you need outside expertise. If you decide it\u2019s the latter,\u00a0get in touch.<\/p><\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"false\" data-tab=\"2\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5402\" aria-expanded=\"false\">BUSINESS STRATEGY<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-5402\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-5402\" tabindex=\"0\" hidden=\"hidden\"><p class=\"p1\"><b>BRAND IDENTITY<\/b><\/p><p class=\"p1\">Do your buyers love you? Do you make them feel happy? Do your products and services make them relaxed and confident? You\u2019d better hope so. Buyers\u2019 emotions have a huge impact on the purchase process. CEB reports that when B2B companies connect with buyers emotionally, they have twice the impact of brands that just sell on business or functional value. A successful brand strategy nurtures an emotional connection with buyers. It recognises their needs, speaks their language and gets them excited about what you offer. From there, it\u2019s easy to guide them from awareness to conversion. Yes, that takes work. It takes commitment. But if your brand connects with buyers, draws them in and keeps them there, it\u2019s more than worth the effort.<\/p><p class=\"p1\"><b>POSITIONING<\/b><\/p><p class=\"p1\">A brand is your buyers\u2019 idea of who you are. It\u2019s their split-second gut reaction to your company. That reaction isn\u2019t logical. It lives in the emotional part of the brain. It\u2019s the most powerful decision-making force there is. And it\u2019s in buyers\u2019 control \u2014 but the right branding approach and positioning can guide and influence it.<\/p><p class=\"p1\">To claim that valuable, emotional brain space, your brand positioning needs to be:<\/p><ul class=\"ul1\"><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Differentiated:<\/b><\/span> It creates a difference of kind, not of degree, so you can resist commodification and sell on value.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Simple:<\/b><\/span> It distils a company\u2019s value down to what makes it matter.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Resonant:<\/b><\/span> It makes the buyer the centre of the universe, and it keeps its messaging tightly aligned.<\/li><\/ul><p class=\"p1\"><b>HOW WE GET THERE<\/b><\/p><p class=\"p1\">To make your brand positioning differentiated, simple and resonant, we follow a framework called the Persuasive Process. This tried-and-true method for developing a branding strategy gets to the heart of what buyers expect from a company \u2014 and what strategic execution will deliver it.<\/p><p class=\"p2\"><span class=\"Apple-converted-space\"> <img loading=\"lazy\" decoding=\"async\" class=\" wp-image-1028 aligncenter\" src=\"https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-300x131.png\" alt=\"\" width=\"405\" height=\"177\" srcset=\"https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-300x131.png 300w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-1024x447.png 1024w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-768x335.png 768w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-1536x670.png 1536w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-650x284.png 650w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6-600x262.png 600w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-6.png 2000w\" sizes=\"(max-width: 405px) 100vw, 405px\" \/><\/span><\/p><p class=\"p2\"><b>Phase 1: Insight Gathering<\/b><\/p><p class=\"p1\">To deepen our understanding of the market\u2019s needs, we take a\u00a0three-pronged approach to research. We interview internal stakeholders to crystallise your unique industry knowledge. We perform competitive research to understand the forces at play in the market. And we interview buyers in person and online, getting a valuable look into their mindset.<\/p><p class=\"p1\"><b>Phase 2: Strategy<\/b><\/p><p class=\"p1\">We use those insights to decide which aspects of your company will resonate best in the market. Then, we build a brand definition around those key aspects. The brand definition spells out what your company will represent in the marketplace. It\u2019s our flag on the horizon, and it will guide all branding work moving forward.<\/p><p class=\"p1\"><b>Phase 3: Creative Execution<\/b><\/p><p class=\"p1\">Our team goes further than defining your brand strategy \u2014 we bring it to life, too. We\u2019ll give you distinct, realised creative concepts based on your brand definition. Together, we\u2019ll discuss and refine the direction, then roll out the chosen concept into the marketplace.<\/p><p class=\"p1\">We help companies master branding strategy, including brand identity and positioning, but we don\u2019t build brands. That\u2019s because companies don\u2019t create brands. Buyers do.<\/p><p class=\"p1\">\u00a0<\/p><\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"false\" data-tab=\"3\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5403\" aria-expanded=\"false\">PERSONAS & BUYER STRATEGY<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-5403\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"3\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-5403\" tabindex=\"0\" hidden=\"hidden\"><p class=\"p1\">Today\u2019s B2B buyers have high expectations for their purchase experience, and it\u2019s not always easy to deliver on those expectations. A huge percentage of buyers complete their purchase research process online, without Sales. And often, they won\u2019t reach out until they\u2019re already confident a company can meet their needs.<\/p><p class=\"p1\">Marketing success hinges on really getting to know your buyers through buyer research and\u00a0persona creation, then using those insights to create an engaging, educational buying experience tailored to their needs.<\/p><p class=\"p1\"><b>PERSONAS<\/b><\/p><p class=\"p1\">With buyers doing so much self-serve research these days, you need to convince them that you\u2019re the right choice \u2014 before you even speak to them. How? One way is to create and utilise buyer personas to understand their challenges better than your competition does. B2B buyer personas provide deep, actionable insight into customers\u2019 wants, needs and preferences. And if you structure your programs and content to resonate with buyers and meet their expectations, you\u2019ll move them more easily toward engagement and sales.<\/p><p class=\"p1\"><b>THE MODEL THAT WORKS<\/b><\/p><p class=\"p1\">Our marketing strategists will work with you to create buyer personas that reveal how top-of-funnel prospects think about and move through the by-cycle. These personas are full of information about customers\u2019 priorities, challenges and decision-making criteria. And they work: According to Cintell, 71% of B2B companies that exceed their lead and revenue goals have documented and used buyer personas.<\/p><p class=\"p1\">To build your personas, we follow the Buyer Persona Institute\u2019s model. Why? It dives deep into the factors that motivate buyers to make a change in the first place. It results in personas that capture buyers\u2019 mindsets as they decide to make a purchase \u2014 revealing what it takes to capture and keep their attention.<\/p><p><img loading=\"lazy\" decoding=\"async\" class=\" wp-image-1029 aligncenter\" src=\"https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-300x131.png\" alt=\"\" width=\"348\" height=\"152\" srcset=\"https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-300x131.png 300w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-1024x447.png 1024w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-768x335.png 768w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-1536x670.png 1536w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-650x284.png 650w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7-600x262.png 600w, https:\/\/olivechron.com\/wp-content\/uploads\/2022\/07\/Untitled-design-7.png 2000w\" sizes=\"(max-width: 348px) 100vw, 348px\" \/><\/p><p class=\"p2\"><span class=\"Apple-converted-space\">\u00a0<\/span>To get the most useful buy-cycle information, we base our buyer persona interviews on the Buyer Persona Institute\u2019s Five Rings of Insight.<\/p><p class=\"p1\"><b>OUR APPROACH<\/b><\/p><p class=\"p1\">Gathering Data<\/p><p class=\"p1\">We perform comprehensive research to find out how your customers buy, and which buyer types are the best fit for your company. We use e-surveys, in-person interviews, phone interviews and data analysis to gather these insights \u2014 speaking with current, lost and prospective customers as well as internal company stakeholders.<\/p><p class=\"p1\"><strong><em>The Five Rings of Insight<\/em><\/strong><\/p><p class=\"p1\">We conduct persona interviews based on the Buyer Persona Institute\u2019s Five Rings of Insight framework to identify what drives buyers\u2019 decisions. This method highlights buyers\u2019 challenges, the roadblocks holding them back, and the reasons they ultimately choose one solution over another. By the end of our interviews, we\u2019ll have deep insights into the real reasons people do or don\u2019t do business with you.<\/p><p class=\"p1\">The Final Product<\/p><p class=\"p1\">We distil the information from our research and interviews into actionable personas that go beyond surface-level demographics. We provide insight into buyers\u2019 strategic priorities, their role in the decision-making process, and their pain points \u2014 along with resonant messaging, customer journey and industry insights, and more. You\u2019ll be armed with everything you need to shape marketing content, structure demand generation efforts, and connect with buyers.<\/p><p class=\"p1\">ADDITIONAL SERVICES<\/p><p class=\"p1\">In addition to creating buyer personas, we are specialists in a wide range of strategic B2B buyer research services, including:<\/p><ul class=\"ul1\"><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Buyer\u2019s journey mapping:<\/b><\/span> Determine your buyers\u2019 needs and the questions they\u2019re asking at each stage of their journey.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Voice-of-customer research:<\/b><\/span>\u00a0Generate in-depth insights for marketing, branding or product development.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Market mapping:<\/b><\/span>\u00a0Identify and prioritise market segments for demand generation or ABM.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Lost customer analysis:<\/b><\/span>\u00a0Reveal actionable strategies for retention.<\/li><li class=\"li1\"><b><\/b><span class=\"s2\"><b>Product launch research:<\/b><\/span>\u00a0Gain the information you need to help identify messaging strategies and gain awareness and velocity for your launch.<\/li><\/ul><p class=\"p1\"><i>DIGITAL TRANSFORMATION<\/i><\/p><p class=\"p1\">Once you\u2019ve put in the time to create personas and tackle other key research to gain new insights, you\u2019ll likely find that it\u2019s time to start or accelerate\u00a0digitally transforming\u00a0your marketing plans and other areas of your business operations. We work with all types of organisations to help create plans to modify their processes, culture and customer experiences to meet the needs of today\u2019s buyers in a changing marketplace.<\/p><p class=\"p1\">\u00a0<\/p><\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"false\" data-tab=\"4\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-5404\" aria-expanded=\"false\">CHANNEL MANAGEMENT<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-5404\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"4\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-5404\" tabindex=\"0\" hidden=\"hidden\"><p class=\"p1\">Ultimately, sales and marketing teams have the same goal: to generate business growth. But just because they share a common mission, that doesn\u2019t mean they\u2019re automatically on the same page. All too often, marketing and Sales work in silos, without any idea of what the other team is up to. They don\u2019t collaborate. They don\u2019t agree on definitions or tactics. And these disconnects can cause serious pipeline problems.<\/p><p class=\"p1\">Marketing Profs report that, on average, Sales don\u2019t follow up on 80% of marketing-generated leads \u2026 and misalignment is often to blame. So isn\u2019t it time you made sales and marketing alignment a priority? Aligning your sales and marketing efforts will empower both teams, maximise resources and improve marketing-generated revenue by 208% on average, according to Marketing Profs.<\/p><p class=\"p1\"><i>WHAT MISALIGNMENT SOUNDS LIKE<\/i><\/p><p class=\"p1\">What do alignment issues look like in the real world? If you took a walk through a company with misaligned sales and marketing teams, you\u2019d probably hear something like this:<\/p><p class=\"p1\">\u00a0Why doesn\u2019t Sales just follow up on the leads we send them?\u00a0<\/p><p class=\"p1\">Marketing leads are no good!\u00a0<\/p><p class=\"p1\">What\u2019s supposed to happen next with these leads anyway?\u00a0<\/p><p class=\"p1\">In other words, misalignment often sounds like frustration and finger-pointing. But the problem isn\u2019t that Marketing and Sales are slacking off. It\u2019s that they don\u2019t share common goals or processes. And when your teams don\u2019t have the same vision or shared tactics, they can\u2019t work together to generate leads or drive revenue. So if any of these frustrations sound familiar, you could have an alignment issue on your hands.<\/p><p class=\"p2\"><span class=\"Apple-converted-space\">\u00a0<\/span><\/p><p class=\"p1\"><a href=\"https:\/\/engage.themxgroup.com\/l\/813373\/2021-02-19\/4vbj8\/813373\/1613745388vsmlifKo\/ebook_revenue_growth_through_sales_and_marketing_alignment.pdf\"><b>ACCELERATING REVENUE GROWTH THROUGH SALES &amp; MARKETING ALIGNMENT<\/b><\/a><\/p><p class=\"p1\">Check out our proven tactics for getting your marketing and sales teams aligned to create a profitable demand-generation machine<\/p><p class=\"p1\"><b>Market Definition &amp; Sizing<\/b><\/p><p class=\"p1\">Want to know exactly whom to sell to? Our market definition, segmentation, sizing and mapping services will uncover your addressable market. From there, we\u2019ll help ensure your goals are achievable and realistic and develop a market penetration strategy for the specific buyer types you sell to.<\/p><p class=\"p3\"><b>Demand Forecasting<\/b><\/p><p class=\"p3\">A steady flow of qualified leads is one of every marketer\u2019s biggest responsibilities, and to help you get there, we\u2019ll start with the end goal in mind. Our B2B marketing strategy experts will map your revenue goal onto the Sirius Decisions Demand Waterfall, and then calculate how many leads are needed at every stage to reach that goal.<\/p><p class=\"p3\"><b>Baseline Assessments<\/b><\/p><p class=\"p3\">The first step toward sales and marketing alignment is simple: find out where you stand. We determine both teams\u2019 alignment baseline using our Marketing and Sales Maturity Diagnostic Assessment, along with qualitative measures like interviews and focus groups.<\/p><p class=\"p3\"><b>Sales &amp; Marketing Alignment Workshops<\/b><\/p><p class=\"p3\">No two businesses define a lead the same way \u2014 because \u201clead\u201d isn\u2019t a catch-all term. It\u2019s a set of criteria that determines whether a prospect is buy-ready, and both teams have to agree on what that means. What makes a marketing-qualified lead? A sales-qualified lead? We\u2019ll run a workshop to discuss these definitions and ensure both teams are speaking the same language.<\/p><p class=\"p3\"><b>Service-level Agreement (SLA) Development and Implementation<\/b><\/p><p class=\"p3\">After defining a lead, it\u2019s time to determine what Marketing and Sales should do with those leads. We\u2019ll help you draft an SLA \u2014 a document defining expectations for both teams. This holds Marketing accountable for lead generation, Sales accountable for follow-up \u2026 and both teams accountable for revenue.<\/p><p class=\"p3\"><b>Additional Alignment Services<\/b><\/p><p class=\"p3\">Even after setting up an SLA, Marketing will continue working with Sales for the long haul. We can help you create sales enablement tools that empower Sales, engage buyers and streamline the selling process, including\u2026<\/p><ul class=\"ul1\"><li class=\"li3\"><b><\/b><span class=\"s2\"><b>Territory play-books:<\/b><\/span>\u00a0searchable tools that filter prospect data based on criteria you select, so reps can quickly find top opportunities<\/li><li class=\"li3\"><b><\/b><span class=\"s2\"><b>Sales portals:<\/b><\/span>\u00a0all-in-one online hubs hosting the resources Sales needs to engage buyers<\/li><li class=\"li3\"><b><\/b><span class=\"s2\"><b>Quote and proposal generators:<\/b><\/span>\u00a0interactive tools\u00a0that produce customer-facing proposals or quotes in seconds, eliminating manual effort<\/li><li class=\"li3\"><b><\/b><span class=\"s2\"><b>Collateral:<\/b><\/span> engaging assets \u2014\u00a0direct mail, PowerPoint, product sheets, pricing guides and more \u2014 that give buyers the confidence to purchase<\/li><\/ul><p class=\"p3\">\u00a0<\/p><\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d503f0c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d503f0c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2ce7837\" data-id=\"2ce7837\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d7a399d elementor-widget elementor-widget-spacer\" data-id=\"d7a399d\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div 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data-element_type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;pulse&quot;}\" data-widget_type=\"letter-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t \t<div class=\"at_heading_with_letter block_left\">\r\n\t \t\t<div class=\"at_heading_with_letter_inner block_left\">\r\n\t\t \t\t<div class=\"titles_after_letter style_letter\">\r\n\t\t\t \t\t<h3 class=\"small_title style_letter\"> <\/h3>\t\t\t \t\t\t\t\t \t\t<h4 class=\"big_title\"><p>\u00a0<\/p><p><span style=\"text-decoration: underline\"><a href=\"https:\/\/olivechron.com\/index.php\/services\/data-management\/\">DATA<\/a><\/span><\/p><\/h4>\r\n\t\t\t \t\t\t\t \t\t<\/div>\r\n\t\t \t\t<div class=\"transparent_letter style_letter\">D<\/div>\r\n\t \t\t<\/div>\r\n\t \t<\/div>\r\n\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-f310965\" data-id=\"f310965\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7f1c60f elementor-invisible elementor-widget elementor-widget-letter-box\" data-id=\"7f1c60f\" data-element_type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;pulse&quot;}\" data-widget_type=\"letter-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t \t<div class=\"at_heading_with_letter block_left\">\r\n\t \t\t<div class=\"at_heading_with_letter_inner block_left\">\r\n\t\t \t\t<div class=\"titles_after_letter style_letter\">\r\n\t\t\t \t\t<h3 class=\"small_title style_letter\"> <\/h3>\t\t\t \t\t\t\t\t \t\t<h4 class=\"big_title\"><p>\u00a0<\/p><p><span style=\"text-decoration: underline\"><a href=\"https:\/\/olivechron.com\/index.php\/digital\/\">DIGITAL<\/a><\/span><\/p><\/h4>\r\n\t\t\t \t\t\t\t \t\t<\/div>\r\n\t\t \t\t<div class=\"transparent_letter style_letter\">D<\/div>\r\n\t 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class=\"big_title\"><p>\u00a0<\/p><p><span style=\"text-decoration: underline\"><a href=\"https:\/\/olivechron.com\/index.php\/services\/content-other\/\">CONTENT<\/a><\/span><\/p><\/h4>\r\n\t\t\t \t\t\t\t \t\t<\/div>\r\n\t\t \t\t<div class=\"transparent_letter style_letter\">C<\/div>\r\n\t \t\t<\/div>\r\n\t \t<\/div>\r\n\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f54b6cf elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f54b6cf\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-29d7eb5\" data-id=\"29d7eb5\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-25636ff elementor-widget elementor-widget-spacer\" data-id=\"25636ff\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2ad5be8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2ad5be8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6741d0d\" data-id=\"6741d0d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a5d1871 elementor-align-center elementor-widget elementor-widget-button\" data-id=\"a5d1871\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a href=\"https:\/\/olivechron.com\/index.php\/contact\/\" class=\"elementor-button-link elementor-button elementor-size-sm\" role=\"button\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-text\">CONTACT US<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4a84588 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4a84588\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7e949ba\" data-id=\"7e949ba\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-65f06d0 elementor-widget elementor-widget-spacer\" data-id=\"65f06d0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>RIGHT \u00a0 \u00a0APPROACH\u00a0 \u00a0GIVING AN EDGE A PERSONALISED MARKETING BUSINESS STRATEGY PERSONAS &#038; BUYER STRATEGY CHANNEL MANAGEMENT PERSONALISED MARKETING HIT THE ABM HIGHWAY. There has been a significant shift in marketing momentum from a volume-based lead strategy toward account-based marketing&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":790,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"_links":{"self":[{"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/pages\/890"}],"collection":[{"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/comments?post=890"}],"version-history":[{"count":69,"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/pages\/890\/revisions"}],"predecessor-version":[{"id":1581,"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/pages\/890\/revisions\/1581"}],"up":[{"embeddable":true,"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/pages\/790"}],"wp:attachment":[{"href":"https:\/\/olivechron.com\/index.php\/wp-json\/wp\/v2\/media?parent=890"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}