April 30, 2015 09:01 AM
As a buyer, there’s nothing more frustrating than seeking genuine responses about a product and being met with an impersonal marketing message churned out by and automated system. Prospects want people, not machines. As Forrester’s Laura Ramos writes in a recent report, it’s time to humanize the sales process—and marketing needs to support that transition through customer-focused sales enablement.
In the report, titled From Priming the Pipeline to Engaging Buyers:...
April 23, 2015 09:02 AM
Our last few Q&A’s in this series have been with marketing all-stars, so I decided to seek out someone with more of a sales-focused perspective. I set my sights on Greg Alexander, CEO of Sales Benchmark Index (SBI), a sales and marketing consultancy focused on helping B2B companies make the number.
Alexander is co-author of Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives and Making the Number: How to Use Sales Benchmarkin...
April 13, 2015 09:20 AM
“The sales profession is going through a transformation.”
These are the words of Profitable Channels’ Stephen Diorio in his recent Forbes article, It Takes Marketing Leadership to Drive Sales Transformation. He goes on to discuss the key pieces for driving growth in this changing sales landscape, which “will involve a combination of better training, better technology, and better customer content.”
And he’s right. With more people involved in the buyin...
April 02, 2015 08:46 AM
Hana Abaza is the VP Marketing at Uberflip, a platform that helps marketers create, manage and optimize content experiences at every stage of the funnel to boost engagement and generate leads. A blend of modern chic, tech geek and entrepreneurial hustle, she combines a data-driven approach with her knack for communicating inspired tech solutions to mainstream audiences to get results.
Say hello on Twitter, but not before getting her take on deal-closing sales content and marketing&rsquo...
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...