Lets all cough together: our prescription for sales and marketing alignment.

Mar 29, 2015 | Best Practices, Sales

It seems that sales and marketing alignment, unlike a doctors exam, is something everybody wants to do.  It feels like we get an email a day from Marketo or Eloqua on alignment issues, ranking as a topic only slightly behind insights on how to integrate social...

Go To Market Strategy-Are You a Firewalker?

Mar 29, 2015 | Sales

Whether you are a startup going to market for the first time, or a F1000 company introducing a new product or service, figuring out the right go to market strategy is hard. That challenge is only exacerbated when you conduct all of your analysis and planning purely...

“Super time sensitive – pls open up now”

Mar 29, 2015 | Best Practices, Sales

Couldn’t resist that headline?  How about the puppy?  Aaawwwww.  Someone marketing-wise once told me to always have flags, puppies or kids in any marketing materials.    I hate to admit that it works, even if it is a little hard sometimes to fit a puppy into a data...

A marketing viewpoint on sales and marketing dysfunctions

Mar 29, 2015 | Sales

So, we’ve all been there if you have worked in a Fortune 500 company.  The sales regional managers are in town.  Everyone knows it.  They make sure everyone does. Heads will roll.  Deals will be made.  Side meetings are happening all over the cafeteria and regional...

The top 3 deadly sins in dysfunctional sales & marketing

Mar 29, 2015 | Sales

I feel like a relationship counselor writing this blog post but most of the technology companies that I’ve worked with over the past 20+ years have had a dysfunctional relationship between sales and marketing. The only thing that varies is how severe the...

Who changed the sales funnel?

Mar 29, 2015 | Sales

Ah the proverbial sales funnel. All of us in sales have lived by it and some of us have died by it in our careers. What is it? Has it changed? Who changed it? The sales funnel is a metric driven tool used to measure sales conversion ratios. That is to say the...

Do you know where your sales pipeline is?

Mar 29, 2015 | Sales

In the 1970’s and 1980’s, there was a television public service announcement campaign that asked: “Parents, it is 10:00 p.m. Do you know where your children are?” All sales execs are asking themselves the same question about their sales pipelines....

Are you engaging?

Mar 29, 2015 | Best Practices, Sales

Selling is harder than ever before. Prospective customers are inundated with emails, voice mails, ads, etc. that are all attempting to sell products. How do you rise above the noise and engage prospects and customers? The first step is developing messaging that is...