Solving the Sales Enablement Problem: Three Things that You Don't Need to Do

By |October 13th, 2016|Enablement|

In this era of the enabled customer – one in which research is at the customer’s fingertips and in which the salesperson must provide value when it’s asked for – sales enablement and sales content [...]

Are 90% of demand generation campaigns missing the mark?

By |January 19th, 2016|Marketing|

Most executives are down on demand generation campaigns. According to the 2015 B2B Enterprise Demand Generation study from Annuitas, only 10 percent of executives rate their demand gen campaigns as very effective. But is that [...]

Demand Gen: Three things your sales teams want for Christmas

By |December 21st, 2015|Marketing|

There’s a complicated dynamic between B2B sales and demand generation teams. Each can’t do their jobs without the other, yet each thinks the other has work to do to adapt to today’s buyers. With the [...]

Five Reasons Marketing Must Break Out of Its Silo

By |December 8th, 2015|Marketing|

It’s always been easier to operate marketing as its own entity, with systems and data silo’ed so the only people who can used them being marketers. Some marketers would even argue this is the best [...]

How Fast are We Evolving? The Launch of the 2016 Sales and Marketing Sentiment Survey

By |October 1st, 2015|Marketing|

Sales and Marketing have the same overarching objectives: they want to boost the sales performance of their business, thus earning more money and prestige, or at least simply justifying their existence. But anyone who’s ever [...]

Want Real Success? Destroy the Company-centric Customer Experience

By |September 24th, 2015|Other|

(Editor’s note: Today’s guest blogger, Esteban Kolsky, is one of the top independent analysts focused on customer experience, CRM, sales, service and all other aspects of the customer-facing parts of business. His writing on digital [...]

Analytics, Sales and Marketing, and “Moneyball” The Promise (and Peril) of Relying on Data

By |September 11th, 2015|Marketing|

Way back in 1983, as a baseball-crazed teen who wasn’t that good at playing baseball, two books were top of my reading list: The Art of Hitting .300 by Charlie Lau, which I hoped would [...]

Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

By |August 25th, 2015|Marketing|

There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated [...]

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 [...]

Calling All Concerned Parties: the Collaborative Way to Build a Marketing Content Calendar

By |June 12th, 2015|Marketing|

Ignoring the customer journey, even part time, is the equivalent of throwing money away. According to a 2014 McKinsey & Co. study, maximizing satisfaction with customer journeys has the potential not only to increase customer [...]