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 us to Digital Sales Coverage. (2009 – 2010) – The […]
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 as you. Your customers are spending more and more – […]
“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. Sure, it’s catchy (we’re Marketers, after all). But shouldn’t we […]
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 coverage model from traditional sales resources to digital platforms. As […]
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 important for sales and marketing teams to gain alignment and […]
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. According to Marketing, there had been little-to-no follow up on […]
