Characterized by stagnant growth and decreasing corporate profit margins, commoditized markets frequently result in reduced long-term growth investment and a pr …
Using a seminal study that bridges the gap between theory and practice, this article explores common challenges faced by marketers and provides actionable best …
Type “cold calling is dead” into a basic Google search and you receive over 50,000,000 search results. Many of which are provocative thought pieces around the shift in buying behavior and how technology has made the cold call obsolete. I agree that cold calling has …
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If you haven’t yet heard the newest buzzword in Sales and Marketing, be prepared to hear it a lot in 2014. So, what is Digital Sales Coverage? Before we define it, I find it helpful to think through the changes in commercial models that led …
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It’s a new era in channel engagement. If you are a company that relies on a third party to sell and support your products and services, then you have noticed that your world has changed, and…you are not alone! Your partners face the same challenges …
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“Fish Where the Fish Are Swimming.” It’s an old, oft-referenced axiom in Marketing. In essence: don’t waste your time casting a wide net. Focus your energy on finding where your customers are, and engage them in the perfect moment to hook and reel them in. …
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The core element in creating marketing and sales connectivity is the effectiveness of the lead management and lead qualification processes. Organizations cannot establish trust between marketing and sales if the lead hand off process is broken or ineffective. Marketing must have the ability to qualify …
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In an earlier blog post I discussed an emerging trend we are seeing when we engage with sales and marketing leaders to discuss how their businesses are changing in order to align to new customer buying behaviors. This new trend is a shift in the …
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When organizations think of sales and marketing alignment, one of the main things they often focus on is demand generation. Additionally, content has grown as a critical component in successful selling, so companies must now take steps to align around content as well. It is …
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A little over a year ago I was asked to assess the lead generation-to-close process of a large, global enterprise company. Marketing told me that despite their best efforts, with marketing automation the company revenues were not growing as projected. But that was not all. …
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