Here is a valuable blog today from what appears to be a US head of sales in how he views marketing in his business in a tech company contrasting to a non-tech company – it can be inferred from the post that marketing’s compensation is getting tied to revenue...
Selling is one of the toughest professions in the B2B world today. I think non-sales people underestimate how challenging selling really is and can be. To keep sharp, I recently completed a Dale Carnegie Sales Success course to refresh my own selling...
A colleague asked me to compare and contrast what marketing automation deployments we’ve seen prospect and customer wise – what their use case is relative to the gap with best practices. To execute on a need he had committed to a client, I came up with the following...
As you’ve seen in previous posts, customer needs and revenue trajectory dictate technology decisions for the companies providing services. As mid-sized companies contemplate how to get their sales teams more productive and get revenue quicker, they have a variety of...
“The leads are weak.” In an average B2B company, 15% to 80% of closed annual revenue is aided through teleprospecting efforts, which could either be a sales or marketing function. Outbound leads are more challenging than inbound leads to pursue and/or...
Along with 1000 others, I attended yesterday’s #Cloudforce in Washington DC sponsored by Salesforce.com where the emphasis was a convergence of social, CRM, and mobility in the enterprise – this content was brand new in preparation for the uber Dreamforce in August. ...
