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...

The Context Behind the Data

Mar 29, 2015 | Learning, Sales

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...

Do You Know a ‘Chance Gardner’ Consultant?

Mar 29, 2015 | Sales

One of my favorite movies is “Being There” starring Peter Sellers. If you haven’t seen it, I highly suggest that you rent it, as the movie and cast won numerous awards for their performance and wonderful story. I’ll paraphrase the story by...

B2B Sales Cycle Insight

Mar 29, 2015 | link

Another great blog post from the TAS Group, the difference in quality vs. quantity really plays out in the winning sales conversion ratios: http://sales20network.com/blog/?p=10

The Sales Playbook: Roadmap for Success

Mar 29, 2015 | Sales

What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales...