Perhaps sales enablement is spread across a number of roles in your business. But however you organize it, Gartner describes it as a strategy to “provide salespeople with what they need to successfully engage the buyer throughout the buying process.” Of course, sales enablement tools are also...
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Marketing Misses Sales? Or Marketing Meets Sales? If you think that’s a pretty serious difference, you’re not only right – but underestimating! It’s the difference between the general effect of weak coffee and the powerful kick of a proper caffeine booster to your business when you bring...
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When your sales and marketing people work in their separate silos, independently plowing their own way towards a sale, you learn about it soon enough! With no sales and marketing alignment, your sales fail to reach the level you forecast. And with no communication between the silos,...
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How do you generate good B2B leads and convert them into new buyers? It’s not an idle question. The lead-gen process tests the minds of B2B sales and marketing managers the world over when considering their entire B2B sales strategy. That’s because a B2B product or service...
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Does your business focus on as many prospects as possible who might be natural buyers of your service or product? It’s been the usual way to do sales for years. But there’s a smarter strategy now that many companies are paying serious attention to. It’s not about...
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Developing a product or service that customers should flock to buy is exciting – but only a fraction of your work. How you launch it to customers is what decides your business fate. Therefore the sobering and rather less exciting work is preparing your go-to-market strategy framework....
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