We are presently rolling out ISTATOY™ - our new sales-focused demand generation tool.
One aspect of this process is that it makes it very easy for a sales team to send focused thought leadership, in a very timely and highly targeted way, to the right people.
So it is nice to see Edelman putting out research highlighting the value of exactly this kind of functionality.
To fully exploit the advantages that thought leadership offers sales teams, that team not only needs to know how to talk about its company’s thought leadership, but it must fully understand when certain thought leadership content will have the most impact... we found that timeliness and relevance were vastly more important than presenting new and original ideas.
http://www.edelman.com/post/dear-sales-leaders-thinks-prospects/
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