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sales enablement & marketing content
Why Your Marketing Content Doesn’t Get Used

A typical B2B marketing team invests 16% of its budget creating marketing content. That’s a trend that’s been on the rise for years as companies recognize the influence content can have on buyer behavior. Interest has risen even more dramatically as marketers and sales leadership recognized that marketing content had...

Marketing Automation
Why Today’s Marketer Needs Marketing Automation

Recent research from Aberdeen has found that the use of marketing automation technology is a significant differentiator between effective and ineffective content marketers. They go on to assert, "Content marketing has proven to be a great equalizer in the business world – even the smallest companies...

sales content
Six Ways Sales Can Use Content to Win

Today’s buyers are more sophisticated than ever before, and they know more about your products, competitors, and the market than ever before. That means that sales people that interact with them need to be prepared to add value when speaking to prospects. They have to...

Predicting the Future of Predictive Sales

On Wednesday industry leaders and expert practitioners gathered in San Francisco to discuss predictive technology and its applications to the sales funnel. The range of participants, across multiple industries and geographies, are testament to the fact that predictive technologies have come mainstream. Much like the...

Sales Training is a Line, Not a Dot
Sales Training is a Line, Not a Dot

Sales reps are critical to the success of any business, but especially fast-growing B2B sales organizations. In today's selling space, where the sales process is more complex and a purchase decision requires consensus from multiple stakeholders, it's important for your sales team to be experts on...

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...