June 2015

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marketing metrics
3 Metrics that Sales-Focused Content Marketers Need

There’s been increased attention on content marketing’s impact on the bottom of the funnel. After all, today’s marketers take a ‘total funnel’ approach, and aren’t satisfied with simply throwing leads over the wall and hoping sales can sort them out.That’s why content marketers need to be...

How to Leverage Sales Efficiency and Sales Effectiveness
How to Leverage Sales Efficiency and Sales Effectiveness

“Efficiency is doing things right; effectiveness is doing the right things.” – Peter Drucker, father of modern management theory In other words, just because you CAN do something, does that mean you SHOULD? And what SHOULD you be doing anyway? ‘Sales efficiency’ and ‘sales effectiveness’ sound like...

How to Prevent Stalled Deals
How to Prevent Stalled Deals

Multiple studies show that anywhere between 25 and 50% of forecasted deals end in no decision. In other words, the prospect journeyed through the sales cycle but didn’t make the final plunge to purchase.Essentially every sales rep has been subjected to stalled deals in their sales career, if...

Top 50 Sales Operations Tools
Top 50 Sales Operations Tools

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. The best sales teams are equipped with the data, tools, and technologies that will take them to the next level and help drive sales success. (See...

sales enablement & marketing content
Sales Organizations Need to Challenge Buyers

Hank Barnes put out a terrific blog post regarding a controversial stat: the amount of the journey that a buyer goes through prior to purchase. That stat claims that a significant amount of the purchasing journey occurs before a buyer connects with a sales person.For a...

Culture of Content
How to Create a Culture of Content

You’ve heard it before: Content is King. Content marketing is a $44 billion industry and is used by 83% of B2B organizations, but getting it right isn't always easy. Simply creating content is not the challenge, but rather continuously creating a variety of quality content that is...