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FREE Data & Market Intelligence tools to prepare your sales engagement

Buyer hate when you begin a discovery call asking them a series of questions that’s CLEARLY available information in the public domain.This constant eye-rolling scenario is played out countless times a day.The seller acquires knowledge, but the customer gets nothing out of the 30 minute call.

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Blog Infographics Marketing Management Sales and Marketing Sales Management

Following The Buyer’s Will: How To Improve Sales And Marketing Alignment [Infographic]

It’s now or never: if leaders want to stay up to date with today’s B2B buyers they must embrace new organizational, collaboration, and compensation models. Unfortunately, despite the massive benefits of cross-departmental initiatives, progress is not where it needs to be.

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Blog Marketing Management Sales Management

13 Clear-Cut KPIs for #TeamRevenue To Measure Social Activity

clear cut social selling

Did you know that there’s thousands of organizations worldwide that have kickstarted their very own social and digital selling methods? That’s exciting. As the programs in these organizations progress, eventually they are going to have to address reinforcement.

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Blog Marketing Management Sales and Marketing Sales Process

Dear Marketing, Your Leads Are Crap

Marketing, I know things have been difficult between us lately, but I need to bare my soul unto you: the leads you have been passing off to the sales team, are for lack of a better word, complete crap.

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Blog Content Marketing Infographics Marketing Management Social Selling

Ideas That Stick: Why Buyers Like Some Content And Hate Others [INFOGRAPHIC]

As a sales pro, how do I know the most effective content to share? According to Fractyl, it has to be visual, credible and appeal to buyer’s emotion. These are three of six elements the company highlighted as key aspects of successful content.

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Blog Content Marketing Marketing Management Sales and Marketing Sales Management

How Content Transforms Salespeople And Influences Buyers [With Visuals]

Does your sales team understand your content strategy? Chances are the answer is a resounding “No.” And you’re not alone. Recent research from Richardson, a Philadelphia-based sales training consulting firm says that there is a disconnect between the content that marketing produces and the needs that sales reps have to advance sales opportunities.

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Blog Content Marketing Infographics Marketing Management Sales Process

How Content Marketing Helps Sales Teams Build More Pipeline [Infographic]

It’s undeniable that content marketing is effective for your sales team’s objectives. From establishing expertise and credibility to generating new leads and accelerating revenue. Content helps sales and marketing align to better serve their customers.

The average buyer consumes over 11 pieces of content before making a purchase decision. Your buyers prefer to be educated by a trust source rather than bombarded by advertisements. This is why marketing teams have made content a priority for their organization.

Content marketing is not a “nice to have” anymore, instead it is an important priority for sales and marketing teams to have. With proper alignment and culture between sales and marketing teams, organizations have the ability to create content that accelerates revenue. Check out the infographic below by Salesforce on why sales teams should invest more time on content marketing.

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Blog Marketing Management Sales and Marketing Sales Management

Two Sides Of The Same Coin: Sales And Marketing Alignment


If your marketing and sales teams are working at cross purposes, the resulting disconnect can eat into your company’s financial well-being. These two departments should function as opposite sides of the same coin, but it’s not always easy to know how to initiate effective collaboration. Research cited by SiriusDecisions found that B2B organizations with tightly aligned marketing and sales achieved 24% faster revenue growth and 27% faster profit growth over a three-year period.

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Blog Marketing Management Sales Enablement

5 Reasons Why Marketing Plays A Critical Role In Enabling Sales

Newsflash: sales enablement has evolved.

In the past, it was rolled up into HR or tied into learning. But lately, the new sales enablement role has become a merging of the sales operations team and development. This means that sales enablement is involved in the selection, training, and education of people. They are responsible for the technology (the tool stack) and the process (the methodologies and principles) that sales professionals use daily.

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Blog Marketing Management Sales and Marketing Sales Enablement Sales Management

How To Multiply Conversations With Buyers Through Employee Advocacy

Do you want to grow your business faster? Don’t answer that. Of course you do. The real question is: why aren’t you looking deeper into employee advocacy? The Hinge Research Institute found that high growth firms were more than twice as likely to use employee advocacy to hit their revenue targets.

This is where you probably want to say, “Slow down. What’s employee advocacy?” Just asking that question puts you ahead of 30 percent of your competitors, according to the Hinge report. For marketing, it’s an effective way to increase content reach and engagement but your sales teams , this is crucial for building credibility, authority and thought leadership online. We all know the statistic already but 74% of today’s B2B buyers conduct more than half of their research online before making a purchase.