(Please also consult your internal counsel and data privacy officer for how your company should approach GDPR (General Data Protection Regulation)). While there are several strict laws of data privacy throughout the globe to include countries like Canada,...
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...
