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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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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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B2B Marketing Performance is in Jeopardy

B2B Marketing Performance is in Jeopardy

I sat pondering another in a burst of self-serving emails sent last week by salespeople who obviously lack any discipline in prospect research or the energy needed to attempt meaningful personalization. As one of the emails was from a company I'd … [Read more...]

Filed Under: B2B Marketing, Continuum Experience Tagged With: continuum experience, sales marketing alignment

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The Power of B2B Buyer Perspective

The Power of B2B Buyer Perspective

I keep seeing that statistic - you know - the one that talks about how far through the buying process prospects are before they talk to salespeople. It's flawed. Here are a few reasons why: Prospects don't care if they're interacting with … [Read more...]

Filed Under: B2B Sales Enablement, Continuum Experience, Digital Relevance Tagged With: b2b buyer engagement, continuum experience, sales marketing alignment

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