Articles:

"Getting Back to the Basics - Refresh & Recharge Your Marketing"
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"Marketing Planning – Building a Foundation for Success"
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"6 Things to Know"
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"Avoid Mistakes"
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"The Illusion of Pay for Performance Telemarketing"
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Vignettes:

"Challenges of Today's Buying Cycle"
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"Accelerate Your Customer's Buying Process"
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"Why Lead Management"
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Documents: 

"Why Grindstone's Remote Model is Better Than Brick-and-Mortar"
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"Why the Time is Right for Managed Marketing Services"
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Marketing Strategy Development
- Do you market just for the sake of marketing?
- Do you focus on the issues of the moment without committing to a long-term strategy?
- Do you lack a marketing plan that includes a mix of activities that will help drive new business?

This If you answered yes to any of the above, you’re wasting your marketing dollars. Research shows that companies with a strategic marketing plan experience a 20-30% improvement in sales over those without.

Think of a marketing plan as your blueprint. Would you build a home without a blueprint or guide to how you’re getting to the end goal?

The marketing plan is the key to building your business. Learn what you need to consider and the impact it can make on your organization. 

Business Challenge
"Click to lead" approaches are being replaced by lead nurturing to develop the preliminary interest of prospective buyers into higher quality, sales ready leads. 

The overall objectives are to:

1. Establish and grow relationships with prospective buyers, even before they are ready to engage a sales person
2. Provide value to buyers with educational content
3. Earn trust and the right for a live conversation to qualify opportunities
4. Improve sales effectiveness and efficiency by focusing sales people on serious opportunities

POV, Approach, and Services
This requires a combination of a defined program, clear strategies, marketing automation systems, relevant content, resources and expertise.

Following the direction of SiriusDecisions and others, we help implement a three step process:

1. Lead generation with continuous nurturing activities by marketing
2. Targeted engagement and qualification with a telesales function
3. The process, content and systems that support lead management programs can also support sales execution. Marketing can assist sales in delivering relevant content on a regular and convenient basis, freeing sales from these administrative tasks to focus on higher value selling activities.

Grindstone
The partnership with Avitage allows Grindstone to deliver a more powerful marketing package to its clients. Grindstone’s B2B teleprospecting services integrated with Avitage’s content driven communications services is a win win for Grindstone and its clients. The sales force will be able to effectively receive warm leads generated by Grindstone and deliver targeted lead nurturing communications in sync with their prospects buying process utilizing Avitage services.

Grindstone’s goal for this strategic partnership is to strengthen client retention by methodically supporting our client’s sales team’s with the tools that will increase sales results and reduce the sales cycle conversion time. This partnership will leverage productivity and revenue in order to help establish long term client programs for Grindstone.

Avitage
To complement Avitage services of content creation, management and delivery for marketing and sales communications, we've turned to Grindstone. We recognized the need for a partner to contribute the critical functions of lead generation, qualification, nurturing and even closing from telesales services. Together, we provide our customers maximum effectiveness, outcomes, value and accountability.