Is it time for a new sales funnel?
There has been talk lately of the traditional sales funnel being outdated as it does not truly capture the way in which B2B customers interact with sellers today. It has been estimated that buyers are 57% through the buying process before they reach out to vendors and...
Creating “Togetherness” to Drive Revenue Growth
In today’s business environment it is becoming more and more important to have strong alignment between Sales and Marketing. The Aberdeen Group’s research shows that companies that optimize the marketing/sales relationship grow revenue 32% faster. This is clear...
What I learned at the Sales Enablement Society Meeting
I had the pleasure of speaking at and attending a Sales Enablement Society (SES) meeting recently. SES is an international organization that is dedicated to increasing the visibility of the Sales Enablement function in the organization as well as more acutely defining...
Creating a better connection between salespeople and marketers
One of the first things that have to happen before achieving Sales and Marketing Alignment is creating a better connection between salespeople and marketers. I’ve said many times that alignment is a people issue, not a technology issue. In order to understand...
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