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How Marketers Can Help Reps Use Sales Content Effectively

How Marketers Can Help Reps Use Sales Content Effectively

Most marketers treat content like a tactic, not a product offering. Content truly focused on what your buyers and customers need to know becomes integrated with your products—just represented by media that you create and publish. For a litmus … [Read more...]

Filed Under: B2B Buyer Enablement, B2B Sales Enablement, Content Marketing Tagged With: b2b buyer conversations, b2b buyer engagement, buyer enablement, sales enablement, sales marketing alignment

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Never Assume B2B Buyers Know How to Buy

Never Assume B2B Buyers Know How to Buy

One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re buyers. There’s nothing inherently wrong in this with the exception that the … [Read more...]

Filed Under: B2B Buyer Enablement, B2B Marketing, B2B Sales Enablement Tagged With: b2b buyer engagement, b2b buying decisions, buyer alignment, buyer enablement, sales enablement

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Inclusive Relevance: Your Content’s Job Description

Inclusive Relevance: Your Content’s Job Description

A funny thing happened with the growth of information availability. Once B2B buyers figured out they could access whatever information they needed to understand a new subject, answer a question, or evaluate a product they no longer needed to talk to … [Read more...]

Filed Under: B2B Sales Enablement, Content Marketing Strategy, Personas Tagged With: b2b buyer engagement, b2b buying decisions, buyer alignment

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The Push-Me, Pull-Me of B2B Sales and Marketing Alignment: Macro vs. Micro

The Push-Me, Pull-Me of B2B Sales and Marketing Alignment: Macro vs. Micro

As I prepare for a panel discussing the critical gap between sales and marketing on Wednesday, a few thoughts occur about B2B sales and marketing alignment. B2B sales and marketing alignment —or the lack thereof—is something that’s been talked … [Read more...]

Filed Under: B2B Marketing, B2B Sales Enablement Tagged With: buyer alignment, sales marketing alignment

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How Sales Enablement Results in Higher ROI for B2B Marketing Content

How Sales Enablement Results in Higher ROI for B2B Marketing Content

You’ve likely heard it. The silence in the forest of your content as not even a light breeze rustles its leaves with engagement. It’s been reported that the majority of marketing content is never used – especially not by salespeople. Why not? A … [Read more...]

Filed Under: B2B Sales Enablement, Content Marketing Strategy Tagged With: content marketing effectiveness, sales enablement, sales marketing alignment

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  • Never Assume B2B Buyers Know How to Buy
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