Marketing and Sales Alignment

Marketing and Sales Alignment – 5 Steps to Get it Right

The relationship between marketing and sales is so crucial to a company’s success yet it is often less than ideal. In my company, we get to work with a fair number of CMOs and CSOs and while they are usually great at their individual jobs, they need to work together well to drive the revenue […]

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How CEOs Can Improve the Value of Sales and Marketing Efforts

CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this year and beyond. Yet while no successful leader submerges him or herself in the nuts and bolts, you must have a dashboard, even an informal one, for guiding your team, asking the right questions and […]

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B2B Pull Marketing Takes the Guesswork Out of Timing

One of my favorite bloggers, Paul Castain, posted an excellent article titled The Patience/Urgency Conundrum in Sales on his Sales Playbook website. Using the “courtship” metaphor, Paul explains that sales relationships, just like romantic relationships, have a natural timing, and that it can sometimes be counterproductive to disrupt that timing by forcing the issue during […]

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Are you Generating Qualified Leads or Wasting Marketing Dollars?

If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.”  Obviously, there is a wide gulf between these two extremes, especially if the definitions come from people working at the same company.  This issue […]

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