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. Valuable content can … [Read more...]
Never Assume B2B Buyers Know How to Buy
What B2B Buyers Are Actually Thinking When They Engage 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 … [Read more...]
How Sales Enablement Brings 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...]
