March 25, 2015 09:52 AM
“Is your sales content drowning your sales force?”
That’s the question (and it’s an important one) posed in a recent blog post by Scott Santucci of The Alexander Group. The article takes a good hard look at the critical role content plays in complex B2B sales. It’s an interesting read, and you can check out the full post here, but I’m warning you – It’s LONG. Like, closing in on 5,000 words long.
Now, if I were to break it down to under 140...
March 04, 2015 09:10 AM
I recently attended a Mass Technology Leadership Council event hosted by Hubspot. The topic? How to combine content and social for lead generation. It was a great morning of discussion among marketing leaders from around the Boston area. Some shared best practices for increasing content performance, others suggested social sharing tools they have experimented with, and others inquired about how to involve sales reps and rally them around a social strategy.
But what really got me excited ...
February 25, 2015 09:29 AM
Everyone wants to increase sales productivity – but how exactly are organizations going about it this year? That’s one of the questions the MHI Research Institute looked to answer in a recent study around sales performance and productivity.
In a recent post, MHI research director and guru on all-things sales enablement Tamara Schenk shared some pretty interesting insights from the study. Asking participants, “Where have you or do you plan to invest to improve sales pro...
February 18, 2015 09:26 AM
Sales enablement has started to become a key responsibility for B2B content marketers. Sales reps rely on the right content to engage buyers and support their sales conversations, and it’s often up to marketers to deliver those resources for them.
Of course, that doesn’t mean marketers always do a particularly great job at it.
In the short video below, Brainshark’s Brendan Cournoyer outlines 3 things marketers should avoid when delivering content for sales enablement.
February 12, 2015 09:10 AM
“More social?!” you’re exclaiming at your computer. “How the heck can sales reps get any more social?”
Relax. Let’s be real. Sales reps are often the social butterflies of your company. No need to hone their communication skills (unless there is, and then there’s a different blog post you should be reading). But now that I’ve gotten your attention, I can clarify: social media.
Sales reps can always up their social media game. No matter who...