Tag Archives: B2B Collaboration
Selling Sales on Process: How Adding Contacts to Opportunities Drives Value
- 4th May 2012
Legendary basketball coach John Wooden once said, “Never mistake activity for achievement.” Just tying marketing-generated activities (e.g. clicks, opens, downloads) to campaigns isn’t enough to demonstrate value, as marketing is often asked to demonstrate the impact its activities have on other functions – especially sales.
Continue Reading....Digital Natives vs. Marketing Natives
- 10th November 2011
Marc Prensky coined the term “digital natives” in his 2001 essay Digital Natives, Digital Immigrants, in which he introduced the metaphor of technology as a culture to which one may ...
Continue Reading....Sales Is From the Sun; Marketing Is From Pluto
- 1st November 2011
When I began my career in B2B sales, two things quickly became apparent: Selling was largely about relationships, and marketing was mostly useless to me. In fact, marketing actually made ...
Continue Reading....Marketing Operations Is The Marketing Technology Department
- 18th May 2011
The numbers don’t lie: marketing organizations are embracing technology faster than ever. SiriusDecisions benchmarks show that spend on technology has more than doubled in the last two years, from an ...
Continue Reading....Trapped Thinking “Outside” the Box?
- 10th May 2011
Remember when we were kids and, after announcing to our parents that we were bored because there was “nothing to do,” we were told to “be creative.” How we hated ...
Continue Reading....It’s Time To Turn Your Social Business Gaze Inward
- 15th April 2011
Organizations work hard to better interact with external constituents such as customers, partners and prospects but they generally spend far less time doing so for the audiences within their walls. ...
Continue Reading....It’s Not Easy Being Me: The Power of a B2B Benchmark
- 29th March 2011
It’s not easy being me — or you, for that matter. When you really think about it, as individuals and organizations, we are often pulled in opposing directions. For example, ...
Continue Reading....Auditing the Product Launch Process
- 11th February 2011
SiriusDecisions has found that marketing and sales spending nearly doubles when B2B enterprises are introducing new concepts into a market vs. when they are operating in established markets. We define ...
Continue Reading....Listening: A Critical Skill for Sales Alignment
- 26th January 2011
One of marketing’s biggest challenges is demonstrating its value to sales so that salespeople not only appreciate what marketing can do, but also take full advantage of marketing’s capabilities. As ...
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