White Papers & Reports


Dec 2013

Sales Enablement is Revenue Enablement

The key to sales enablement is the acquisition and dissemination of good information throughout an organization about the target markets for each product or service, what problem that product or service addresses at what point in that customer’s problem-solving cycle, and equipping sales with the right information to have a valuable conversation with the prospect, develop a trusted relationship, and close and retain that customer. The right information can shorten sales cycles and increase win rates, cross selling, margins and deal size. All of this leads to an improvement in the bottom line through better communication between marketing and sales. This approach really goes beyond the relationship between marketing and sales. Overall, a prospect’s impression of your company comes from sales and all other client-facing people. Ultimately, every employee of the company needs to understand that the company needs to be customer-focused to succeed. If your customers are happy, they will stay with you and refer new business. “Sales Enablement” could almost be re-termed “Revenue Enablement”.

Dec 2013

Guidelines for Writing a Great Press Release

Press releases are a great tool for building awareness and hopefully getting press vehicles to pick up on your corporate news stories. Press releases are also a key component to your search engine optimization strategy for building links and content to your website. When you write a press release, think of it not just as a news story but also as a vehicle for building keywords and gaining links and traffic to your website. A weekly press release can help your marketing and branding initiatives significantly, for a relatively small investment. Given the wide range of potential topics, writing a weekly release should not be too arduous a task, and can pay off in sales and revenue.

Jan 2014

Repurposing Content: The New Advertising Jingle

All businesses develop content, for product launches, business meetings, sales pitches, websites, etc. They write newsletters to customers or investors, or send an email to prospects about a promotion. But few businesses truly leverage the content they create, and maximize its potential. Content can be used in so many ways to raise awareness about your company or product, increase website traffic and rankings, and ultimately generate the prospects necessary to grow sales. While internet marketing has changed the media mix from print/radio/outdoor/ television/direct mail to something closer to SEO/SEM/PR/video/email, like a corporate jingle, your business should hope that prospects see your message multiple times until it gets stuck in their head. This paper discusses how Harris Consulting LLC recommends that businesses optimize the value of the content they create.

Jan 2014

Eleven Reasons to Consider a Hosted Call Center Solution

Cloud based, Communications-as-a-Service (CaaS) can provide an optimal solution to a company’s need to update its call center services. A hosted solution can offer you an opportunity to provide a higher level of service to customers and reach more prospects while saving money, increasing efficiency, and conserving capital to grow your core business in multiple ways. This article provides eleven reasons to consider moving to a hosted call center solution.

Jan 2014

SEO 101: How To Ensure Your Site Gets Good Rankings in Most Search Engines

Search Engine Optimization (SEO) offers a better, long-term return on investment than paid search advertising. This article covers the reasons that you should be concerned about SEO, and offers advice on site design basics, keywords, pages to include in your site, and information on link development. In conclusion, there are three aspects of SEO development that are key to performance – site usability, which can help determine the quality and popularity of a site; site content, including optimizing content around keywords that searchers use; and external links to the site, which help determine the site’s quality and popularity. This discussion should give you a good beginning to help you to optimize your sites for search engine visibility.

Feb 2014

Leveraging Social Networking to Enhance Your Internet Marketing and Branding

The rise in social networking and its impact on internet marketing — and your brand — can’t be ignored. Consider how the internet changes the traditional sales funnel. The rise in blogs, forums, social networks and other interactive internet sites are redefining brands and business processes. You need to listen to the conversation, and use the rise in social media to your advantage. Beyond participating in existing social media channels, you can create them on your site. Corporations are still grappling with the issues that social media creates. The interactivity of the Internet is changing more than the way we do business — it is changing the business rules.

Feb 2014

Lead Generation Program Success Story

As a growing company, TelStar Hosted Services has two main marketing goals: Bring qualified leads into the business and drive brand awareness. Meghan Harris, SVP and CMO for TelStar Hosted, shares details on how to develop a successful survey program, the results of a recent campaign, and how leads were generated, measured and funneled internally through the sales process. Harris also shares some insight on what makes lead generation programs most effective, and tips for using surveys to meet sales goals.