“Value selling” is becoming quite the buzz phrase these days, and with good reason. Over the past decade there has been a definite change in the way B2B buyers are approaching buying decisions and interactions with sales people. Today’s buyers are more empowered, skeptical and frugal than ever. But at the same time, their purchase [...]
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Sales or Marketing: Who Should Own Sales Enablement Efforts at Your Company?
“Who should own sales enablement efforts in your organization?” Earlier this month we started a discussion thread on this topic in the LinkedIn Sales Enablement Leader Exchange group. The response from our peers in the industry was overwhelming! While the discussion is still ongoing in this social networking group, we wanted to share some common [...]
Why Sales & Marketing Alignment Starts With the Customer
There is a major problem plaguing many companies today – lack of sales & marketing alignment. A recent Forrester Research study reports that only 8% of B2B companies said they have tight alignment between sales and marketing. This lack of alignment between sales and marketing can be the biggest obstacle in a company to offering [...]
