The 10 Commandments of Sales and Marketing Alignment

By |August 13th, 2015|Marketing|

According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million [...]

How Poor Territory Planning Banishes Leads to No (Sales) Man’s Land

By |October 28th, 2014|Territory & Quota|

Many sales managers live in a state of willful ignorance about territory management – or, rather, they live in a state of over-inflated confidence in their ability to allocate territories to their sales reps in [...]

Lead Nurturing: the Extremely Lucrative Thing Most Marketers Ignore

By |September 11th, 2014|Marketing|

As a journalist, I learned to be wary of unattributed numbers, especially when they were offered to me by vendors. Too often, they recalled the old gag “Did you know that 87 percent of statistics [...]

4 Tips to Raise the % of Sales Reps Making Quota

By |July 22nd, 2014|Lead to Money|

“Do more with less,” was the common refrain during the Great Recession of 2008. But there’s only so much you can do with LESS. How long will reps make quota if you constantly cut back [...]

Is Your Website Your No. 1 Lead Generation Tool?

By |April 8th, 2014|Marketing|

Consumers today scour the internet for products, prices, and reviews. You can’t just let these people research you and go away. Instead you need to find out who they are and engage them. With inbound [...]

Ultimate Guide to Demand Generation

By |January 15th, 2014|Marketing|

The role of demand generation is increasingly critical in an era where customers find vendors and complete the large chunk of their buying journey before even talking to the vendor. The demand generation function has [...]

Ramping up your Lead to Money Process in 2014: Getting Lead Generation Right

By |January 8th, 2014|Marketing|

A new fiscal year means the chance for a fresh start.  It’s time to take a look at what worked last year, and what didn’t.  It’s time to set goals.  Put new processes in place.  [...]

Lead Management: No Lead Left Behind

By |December 9th, 2013|Marketing|

The best fiction writer is able to get into the heads of his characters, understanding their desires and fears in order to portray them realistically. All the while, he's guiding them along towards a stirring [...]

Part 3: Closing Deals in Record Time

By |December 5th, 2013|Lead to Money|

We’re continuing our series on how a lead to money process brings about more deals for more money in less time. In this post we will take a closer look at the third outcome of [...]

Part 1: Using Your Lead to Money Process to Generate More Deals

By |December 3rd, 2013|Lead to Money|

Over the next couple of weeks we’re running a series on how the lead to money process brings about more deals, for more money, in record time.  In this first post, we’ll discuss how an [...]