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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...

Habits of Highly Successful Sales Reps
5 Habits of Highly Successful Sales Reps

Ask yourself – do you want to be a good sales rep or do you want to be a great sales rep?Organizations need sales reps – they are critical to the success of the business. And in today’s competitive business environment, sales organizations are increasingly...

How to Break Through Content Clutter
How to Break Through Content Clutter

Do you ever feel as if your tried-and-true marketing efforts are just not working as well as they used to anymore? Well, you may not be imagining things. Today’s consumers, even in B2B, are bombarded 24/7 by literally thousands of competing marketing messages from a multitude...