by admin | Feb 25, 2019 | Uncategorized
For many sales leaders Sales and Marketing Alignment might look like a tall order that may have marginal impact on the business. We, however, have an overwhelming amount of data that suggest that alignment is one of the effective strategies in impacting revenue...
by admin | Nov 15, 2017 | Uncategorized
There has been talk lately of the traditional sales funnel being outdated as it does not truly capture the way in which B2B customers interact with sellers today.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...
by admin | Nov 2, 2017 | Uncategorized
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...
by admin | Sep 21, 2017 | Uncategorized
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...
by admin | Apr 12, 2017 | Uncategorized
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...
by admin | Dec 14, 2016 | Uncategorized
Leaders of most B2B companies know the reality of fierce competition in this space. Customers are being blasted by vendors on a never-ending basis. Research shows that they are getting quite annoyed by it. No one probably feels the pressure of trying to make things...
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