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Team WHUT's Highlights from ConExpo - CON/AGG 2017

Posted by Rebecca Spary on 3/21/17 11:00 AM

Two weeks ago our team had the pleasure of attending ConExpo – CON/AGG 2017, the world's biggest international trade show for the construction industry, hosted in Las Vegas, Nevada.

It was an incredible experience. Everybody in the construction industry showed up to celebrate the latest and greatest products, technological innovations, and to connect with other members of the global community.

With over 2,500 exhibitors, 130,000 industry professionals, and 2.5 million square feet full of the latest equipment and machinery, it’s no wonder that our team was blown away by the convention (Engineering Review, 2017).

The different groups represented at ConExpo included: asphalt, aggregates, concrete, earthmoving, lifting, mining, utilities, and more. And the exhibitors ranged from multinational giants to small firms with specialized products and solutions. 

We wanted to share with you a few of the highlights from our ConExpo – CON/AGG 2017 experience!

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Topics: ConExpo, Manufacturing, Construction

Spring Training: Revitalize Your Sales Training Strategy

Posted by Rebecca Spary on 2/28/17 11:00 AM

It’s time for spring training, and no I’m not talking about America’s past time, I’m talking about sales training!

This week we’ll look at some sales training statistics that explain the importance of efficiently training your sales professionals. We’ll also be analyzing the effectiveness of traditional sales training strategies and how sales enablement can help to revitalize your training and improve effectiveness.

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Topics: Sales Enablement, Sales, Sales Training

How Sales and Marketing can Work Together to Drive Content Utilization!

Posted by Rebecca Spary on 2/21/17 11:00 AM

For years now we’ve been witnessing the battle between sales and marketing. As animosity brews over differing goals and strategies, it begins to effective business and productivity (B2B Marketing, 2017). One area that has been suffering for too long is content.

The reality is that a lack of sales and marketing alignment is creating barriers to successful content marketing. For example, it is estimated that between 60 – 70% of marketing content goes completely unused by sales (SiriusDecisions), and up to 75% of sales professionals state that they ‘occasionally’ or ‘never’ get what they need from marketing (Demand Metric, 2015). Which means that valuable content that could be used to help close deals and drive revenues, is just sitting there.

So, how can sales and marketing turn this around and drive stronger content utilization?

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Topics: Sales Enablement, Sales and Marketing Alignment, Digital Content

Recharge your Partner Network with Channel Enablement

Posted by Rebecca Spary on 2/13/17 11:00 AM

Attempting to manage a channel partner network? Swamped in the administrative tasks that accompany network complexities? Unable to break through the data to find out what is really impacting your channels? 

You’re not alone! A study from Aberdeen found that 1/3 of organizations support indirect sales channels, but struggle to provide their channel partners with the technology and content that they need to sell effectively (Accent Technologies, 2016).

This is why it’s time to recharge your partner network with channel enablement!

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Topics: Channel Enablement

Infographic: 5 Biggest Content Challenges

Posted by Rebecca Spary on 1/31/17 11:00 AM

The rise of digital content marketing is creating many new and exciting opportunities! However, it isn’t without its challenges. 

In 2016 we saw marketers invest more time and money in digital content than ever before, but the majority never saw a return on that investment (Top Rank Blog, 2016). For example, only 20% of B2B organizations felt that they were effective at managing their content, and 60-70% of their content went completely unused!

This is due to the fact that many B2B and B2C content marketers continue to struggle to overcome major obstacles on their path to content marketing success.

When organizations are spending millions of dollars every year creating content they need to ensure that their marketing teams are driving content utilization! Rather than the current situation where 65% of marketers struggle to understand which types of content are effective and which aren’t (Inc., 2016).

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Topics: Digital Content, Marketing

2017 Trends: Sales and Marketing Resolutions Infographic

Posted by Rebecca Spary on 1/3/17 11:00 AM

Planning your sales and marketing strategies for the year ahead? Changes in the marketing environment and an accelerated sales cycle are having a large effect on how we approach our strategies.

It’s time for many of us to start making decisions about where we want to invest our time and resources in the New Year. We interviewed individuals in sales and marketing, and did our own research to find the most popular and shared resolutions for 2017, and now we’re passing this advice along to you.

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Topics: Sales, Marketing

2017 Trends: The Future of Sales Enablement

Posted by Rebecca Spary on 12/27/16 11:00 AM

It’s the time of year where we make our predictions for what the year ahead will bring us. We all know that sales and marketing never remain static for long, as trends develop, buyer’s needs change, and technology progresses, sellers and marketers need to be prepared and educated. In our blog mini-series we’ll be covering trends affecting sales and marketing in 2017.

We’ve written in the past about the importance of sales enablement technology for streamlining business operations, enhancing the buyer journey, and improving digital marketing content. This technology will continue to grow in prominence in the upcoming year as more organizations begin to recognize the benefits and multiple functions of sales enablement (MarTech Advisors, 2016).

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Topics: Sales Enablement, Sales

Happy Holidays from Team WHUT

Posted by Rebecca Spary on 12/22/16 11:00 AM

Happy Holidays and best wishes in the New Year from everyone at Team WHUT! 

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Topics: Whut Inc.

2017 Trends: Driving Sales and Marketing Alignment

Posted by Rebecca Spary on 12/20/16 11:00 AM

2017 is nearly upon us, especially for those of us who still haven’t finished our Christmas shopping! But we’re not here to talk about me; we’re here to talk about trends in the world of sales and marketing. In our new blog mini-series we’ll be discussing important trends affecting sales and marketing in 2017, and how we can prepare to succeed in the New Year.

Today we’ll be talking about the importance of sales and marketing alignment for the upcoming year. Aligning these two departments is an ongoing problem for many organizations, when these two departments are misaligned it can cause a significant loss in productivity, resources and revenue.

When sales and marketing are constantly blaming one another for the lack of leads and sales, it can create a hostile environment where it becomes impossible for either department to succeed.

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Topics: Sales Enablement, Sales and Marketing Alignment

5 Digital Content Management Lessons From Netflix

Posted by Rebecca Spary on 12/6/16 11:00 AM

Whether you’re binge watching the latest season of House of Cards or catching up on Breaking Bad, Netflix has got you covered. It’s the crowning jewel of streaming services and it’s changing the way we consume and manage digital content.

Netflix and its counterparts (HBO Go, Hulu, Amazon, etc.) are influencing the way we organize our digital content libraries and how we create our digital content marketing strategies.

The adoption of digital content marketing continues to grow stronger, with 90% of all organizations using content in their marketing efforts (Demand Metric, 2015), and up to 80% of B2B decision makers preferring to receive information via articles and content rather than through advertisements (Melwater, 2015).

However, not enough companies are paying attention to the important lessons that can be learned from Netflix and what makes them so effective.

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Topics: Digital Content, Content Management