Given the popularity of our last video clip we are releasing another clip of Scott’s interview with Brent. In this slightly longer piece Brent addresses the question of what to do if the buyers felt like they had all the content they needed to make a purchase decision and all sales reps were trained on Challenger. How could you still compete?
To view the full interview with Brent Adamson please click here.
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Back in September of 2019, CEO, Scott Gillum, had the opportunity to sit down and interview VP, Brent Adamson. Brent is a distinguished Vice President at Gartner, and a published author with a lot to say about the case between sales and marketing.
During this interview, Brent dove deep into the idea of Challenger as a sales and marketing methodology. These newly released clips are a major highlight to what Challenger is, and isn’t, and how the idea of it has changed over the years.
In part 1 of the clip, Brent goes forth with debunking the idea of Challenger as a ‘sales methodology’, why it should be looked at as more of a ‘go to marketing’ model, and why sales and marketing need to be co-owning the idea of challenger marketing.
In part 2, Brent continues his dive into Challenger Marketing and how marketing and sales needs to focus on the customer in a different way.
Are the customers overlooking information, do customers know more than sales and marketers, or do we need to be telling them what they miss?
To view the full interview with Brent Adamson please click here.
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LHH Rebrand. Is it enough just to give a company a new look? For Lee Hecht Harrison (LHH) the answer was no. After Landor (London) created the new brand identity, LHH engaged Carbon Design to give it life and help reposition the organization with buyers to sell a broader set of solutions.
For the past five months two Carbon teams have worked on new messaging, positioning and creative assets to give meaning to the identity.
LHH launched the new branding at an event in Dallas on January 22, 2020.
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by Katie Weisz Estimated read time: 1 Minute CEO, Scott Gillum, had the chance to be a guest on “AQ Blog and Grill” with host, Alan Quarry. As Alan states on his website, the show “dishes up food for thought on entrepreneurship, branding, startups and more in this video-based weblog.” In this episode, Scott shared more on the building of Carbon Design Co., how he has built consulting success around the idea of “working differently”, and how Carbon delivers value-based services thanks to the team and a “smarter not harder” approach. Follow the conversation here:
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The beginning of a new year can be a perfect time to pause to reflect on all the things in life and business that have shaped us over the past 12 months.
For Carbon Design, 2019 was a year of interviewing amazing people, making bold observations about sales and marketing, and predictions on what’s coming in business.
Join us as we look at our readers’ favorite posts of 2019.
#1 Do We Need Outbound Sales Anymore?
Our CEO, Scott Gillum, joined the Gartner’s Sales & Marketing Thought Leader Roundtable where he posed the question, “Do we really need outbound sales anymore?”. This question sparked a lively conversation that continued well after the meeting.
#2 Scott’s Interview with Carlos Hidalgo, Author of “The UnAmerican Dream”
When asked who the book was written for, Carlos stated,
“I wrote it from the perspective of an entrepreneur and a business owner and a professional. But it’s really a book to say, stop. What is the frenzy for and reassess your personal and professional relationships and define success on your terms.”
#3 Unlocking Growth by Learning How to Message to the Value Chain
https://vimeo.com/329172662
“Who invited marketing to the sales pitch?” It was said in passing, and intended as a joke, but the marketing team got the point.
The comment was made in a recent messaging workshop. The head of sales expressed his frustration at the messaging being developed by marketing. His point — there was nothing different. It sounded like the same sales pitch they had been giving customers for years.
“The odds of it happening are 1 in 1500 or .0007%, about the same odds of being randomly selected to come onstage at a concert hall. Similar to Courteney Cox being pulled on stage by Bruce Springsteenin his iconic Born in the USA video, of course without the scripting. And now that I’ve dated myself, yes, the odds of this happening increase with age.”
Read on more on Scott’s ill-timed detached retina- and the lesson he learned during his forced downtime.
Follow along in 2020 for more tips on marketing, business, and thinking differently delivered directly to your inbox, subscribe to our newsletter at www.carbondesign.com/subscribe.
Did you know, that until recently restaurant owners only cared about the cleanliness of the food prep area? Most customers, and owners, assumed that if someone got sick after dining out it was because of food poisoning. That was until Carbon Design and Challenger Inc. helped “challenge” the norm by showing owners that half of the outbreaks in a restaurant were caused by people to people transmissions.
Now owners know where the “hotspots” are, and as a result, restaurant are cleaner than ever. Grab your face mask and enjoy a safe night out, but you may want to avoid the raw oysters 😉.
CASE STUDY
How do you do it? By giving clients and users what they want. Using the remaining budget that was to be used to update the site with the new branding we designed and built an entirely new site on a new platform. But audience needs are constantly evolving so the work never stops. Our team continues to audit performance and make improvements.
As a result, the two-year journey has paid off with the site being named #1 in the industry. Even more importantly, their key priority areas (site search, attorney profiles, etc.) were ranked in the outstanding category. Proving that excellence is a journey not just a destination.
CASE STUDY
It’s not unusual to find companies referring to their relationship with clients as “partnerships.” It’s common to find client logos on vendor websites. But how often do you see an agency or consulting firm’s logo on client websites? If you visit www.evepark.ca – that’s exactly what you’ll see.
Carbon Design, represented side by side with, a global architecture powerhouse, a world-class designer, and the project principal: the innovative green-tech engineering firm, S2E Technologies Inc. Under S2E’s leadership, these firms are inventing a new consumer category – one that integrates bold new ideas about housing and transportation – and radically resets the carbon footprint of both at the same time.
