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4 Subtle but Easily Missed Mistakes to Avoid in Your Email Messages

email messages

Back around the first of the year, I received an email from my health club. I’ve been a member there for 13 years, and this was the first of its kind. It said, in part: Easily Missed Mistakes to Avoid in Your Email Messages - six strategies to maximize email click rates“Dear Chris, “We've noticed you haven't been in as regularly in recent weeks.

By Chris Bucholtz | June 22nd, 2017

Sales and Marketing: What’s Changed in a Year?

Sales and Marketing: What’s Changed in a Year?

When you spend a great deal of your time writing about sales and marketing alignment and its many benefits – which span everything from company revenues to quality of work life – you’d like to think you’re having an impact. After all, it’s a pretty easy-to-grasp concept: the closer that sales and marketing work together, the fewer obstacles to closed deals are created by problems with process. And the more success sales has in closing deals, the happier everyone is.

By Chris Bucholtz | March 10th, 2017

Getting on the Radar: Sales Tools Don't Work Unless You're on the Shortlist

Getting on the Radar: Sales Tools Don’t Work Unless You’re on the Shortlist

In my role, I get to talk to all kinds of people – including CEOs and sales leaders – and one of the themes of a favorite war story is the deal that got away not because it was lost during a battle with competitors but because the lucrative customer had zero awareness of the company. Sales tools shortlistOftentimes, the seller had a formidable set of sales tools in place.

By Chris Bucholtz | November 15th, 2016

Adoption Strategies of the Rich and Successful

Adoption Strategies of the Rich and Successful

For about a decade, I’ve been focused on sales and marketing software. I’ve covered it as a journalist and as a content marketer, as an analyst and a consultant. And I wish I could say everything about these technologies is constantly changing. But it’s not. Oh, the technology changes with a relentless consistency – today’s technologies are vastly more capable and more stable than they were when I first started covering them. What doesn’t change is the nature of the people using them – and, as a result, the reasons that technology all too often ends up being described as a failure.

By Chris Bucholtz | May 31st, 2016

Three Ways the IoT Totally Changes Marketing

Three Ways the IoT Totally Changes Marketing

Everyone is enamored with the Internet of Things (IoT) as a way to automate parts of the selling process. Vastly increased up-time, just-in-time restocking of consumables, and use-based up-selling and cross-selling are just three areas that promise to allow salespeople to shift from responding to customers’ day-to-day needs and move into a more strategic relationship focusing on really important parts of the sale.

By Chris Bucholtz | February 26th, 2016

Demand Gen: Three things your sales teams want for Christmas

Demand Gen: Three things your sales teams want for Christmas

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 holidays approaching, we asked some of our favorite sales leaders what's on their demand generation wish lists.

By Vinod Choudhary | December 21st, 2015

Five Reasons Marketing Must Break Out of Its Silo

Five Reasons Marketing Must Break Out of Its Silo

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 way for them to achieve their goals. And technology in the SaaS era makes it easy to build those silos – and, in many cases, rebuild them after converted efforts to knock them down during the 2000s.

By Chris Bucholtz | December 8th, 2015

Five Overlooked Lead Scoring Criteria

Five Overlooked Lead Scoring Criteria

According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. That’s a drag on sales – they spend too much time on leads that will never pan out, or they’re forced to prospect because of a lack of quality leads. It also hurts marketing; why should a company invest more in marketing when it displays a chronic inability to deliver revenue?

By Chris Bucholtz | November 10th, 2015

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

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

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 worked in those fields knows that the two sides come at this larger objective from different perspectives, and face different obstacles to success.

By Chris Bucholtz | October 1st, 2015
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