July 22, 2014 09:23 AM
Last year, HubSpot’s 2013 State of Inbound Marketing report found that only 24% of marketers surveyed had a defined lead handoff agreement with its sales teams. This prompted B2B marketing writer and speaker Tony Zambito to post that 76% of content marketers were forgetting about sales enablement.
Tony makes some great points in the article, but it’s also an interesting take that speaks to the evolving perception of sales enablement amongst B2Bs.
It’s hard to deny th...
July 17, 2014 09:01 AM
As I was perusing this Forbes list offering sage wisdom from top sales experts, I couldn’t help but be drawn to those quotes that dealt less with the sales pitch and more with the sales conversation.
It’s no secret that sales teams’ goals are closely entwined with closing deals and meeting quotas. But it may be a secret to some that engaging the customer with sales conversations, rather than canned speeches, are the way to drive success.
In a sea of (albeit help...
July 08, 2014 09:55 AM
Is there a really GOOD reason to make eLearning a larger part of your sales training strategy? Actually, there are several.
In a recent article from eLearning services company Sponge UK, Kate Pasterfield offers several reasons why your sales staff need eLearning. While the article spends a fair bit of time going over the benefits of online training in general, the main focus is all about what it means for sales specifically.
With that in mind, here are three highlights from Kate’s a...
July 07, 2014 09:36 AM
As marketers continue to create innovative ways to generate demand, whether in the B2C or B2B world, they must have some sort of volume of data to support it. After all, what’s a great piece of marketing content without the proper audience to campaign to, right?
There’s no doubt that like most things in life, we play the “quality vs. quantity” game in the world of lead acquisition. Is it better to maximize the number of available leads, no matter the temperature,...
June 30, 2014 09:42 AM
Lots of sales reps these days are wondering how social media platforms like LinkedIn and Twitter can help them prospect and win more deals. So who has the answers?
Here is a short list of some of the most popular social selling minds on the web today.
Brian Bachofner, Social Selling Guru
Brian has over 10 years of experience in the B2B Data and Sales Intelligence market. He manages the content for Social Selling University, the leading source for best practices and advice for deploying socia...