Sales and Marketing Alignment

Align Marketing and Sales to Streamline the Buying Experience: 4 Imperatives

In Deloitte: The Future of B2B Sales is “Experience Selling, Bob Thompson relates a discussion he had with Harry Datwani, a Principal at Deloitte Digital about his company’s research on the B2B buying experience. According to Datwani, the study was conducted because the B2B buying process is changing rapidly — driven by customers/buyers. The report notes […]

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Train Your Sales VP

How to Train Your Sales VP

A Survival Guide for Marketing Execs – Part 2 of 3 Many companies go through a growth phase when they become sales-driven, resulting in a very strong sales culture from the top down. If not carefully balanced, that culture can become so dominant that it hinders the development of other functions which are essential to […]

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Marketing and Sales

Marketing and Sales Acceleration: Step 3 to Power Revenue Growth

In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment. Both articles, and this one, are based on the  BrightTALK Sales Expert Channel webinar, Assess, Align and Accelerate – 3 Steps to Power Revenue Growth that I did last month with […]

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Marketing and Sales Alignment

Marketing and Sales Alignment: Step 2 to Power Revenue Growth

Last month, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and Accelerate – 3 Steps to Power Revenue Growth. You can listen to the on-demand version here. In just 45 minutes, we covered a lot of ground regarding our experiences in helping B2B companies boost their revenue. […]

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Integrative Marketing

Integrative Medicine: So Why not Integrative Marketing and Sales?

I am a big fan of the integrative medicine movement. As Duke Integrative Medicine describes it: Integrative medicine is an approach to care that puts the patient at the center and addresses the full range of physical, emotional, mental, social, spiritual and environmental influences that affect a person’s health. It uses the most appropriate interventions from […]

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Marketing and Sales Alignment

Overcoming Barriers to Marketing and Sales Alignment

I was delighted to spend about 30 minutes doing a video interview with John Golden from Sales POP! Online and Pipeliner CRM. We had a great conversation about marketing and sales alignment and some of the things I’ve learned about how to improve this for B2B companies. You can watch the interview here, or read […]

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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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