Due to my interest in breaking down the silos that separate customer-facing teams, I’ve attended a few webinars focused on Revenue Operations (RevOps). Uniting the commercial team to produce profitable buyer and customer-driven experiences is … [Read more...]
Why Sales Shuns B2B Marketing Qualified Leads
I read an interesting exchange on LinkedIn recently. The post asked about how sellers engage with prospects who don’t yet either know they have a problem or understand the problem or how they want to solve it. The sales folks who answered the … [Read more...]
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...]
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...]
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...]
