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Predicting What Your Sales Team Should Do Next
Predicting What Your Sales Team Should Do Next

This article has been previously posted, but it's just as - if not even more - relevant now!Predictive Lifecycle In the past decade the B2B buyer has radically changed. Increased access to information has given buyers more power to control the sales process. At the same...

7 Signs You Need a Sales Enablement Solution
7 Signs You Need a Sales Enablement Solution

In today’s competitive business environment, sales organizations are increasingly chasing more aggressive goals with greater pressure to overachieve. But only 1/3 of sales reps meet or exceed quota, and only 10% are consistently high-performing. What can a company do to increase performance and see bottom-line...

problem with conversion rates
The Problem with Conversion Rates

Smart B2B companies recognize that there should be no real handoff between Sales and Marketing. Marketing nurtures prospects from the top right through to the bottom of the funnel. And it supports sales teams as they advance and message to opportunities.At the same time, sales...

Do You Need a Content Strategy?
Do You Need a Content Strategy?

Content marketing is a $44 billion industry and is used by 83% of B2B organizations. Recent trends research by the Content Marketing Institute (CMI) and Marketing Profs shows that 90% of B2B marketers consider content key to their marketing mix. And according to a report...

sales enablement
Predictive versus Prescriptive

This morning I posted a blog on the topic of predictive analytics via LinkedIn. It looks into how this technology equips sales, sales enablement, and marketing with insights that encourage focus and better execution in the buyer journey. And most importantly, it makes the case...

The Shift From Sales Reps to Trusted Advisors
The Shift From Sales Reps to Trusted Advisors

“A trusted advisor is a salesperson, but a salesperson may not be a trusted advisor.” - Anthony Iannarino  AS CEB's sales and marketing summit comes to a close, the nuances of the challenger sale once again come to mind. For any given sales situation, there could be anywhere from 7...

marketing automation
Predictive Technology: Back to the Future

Today is the highly anticipated "Back to the Future" day. The date that Marty McFly travelled to when he visited the future. In honor of Marty, let's take a look at approaches marketing and sales pros can take to predict the future.There’s been a tidal...

Where Your Marketing Content Counts Most
Where Your Marketing Content Counts Most

Marketing content delivers leads. The top of the funnel at leading B2B companies is filled by providing informative, engaging, and challenging content to prospects. But how do you measure the success of your content? Is it based solely on the number of leads generated? Or...