Part 7 – Lead Scoring is the Key to Sales Productivity
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 …
Read MoreThe New Sales Coverage Model – Using Digital & Data to Drive Productivity
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 …
Read More10 Critical Steps to Successful Sales and Marketing Content Alignment
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 …
Read MoreWhy Isn’t Sales Following Up On Our Leads?
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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