Cut costs, grow faster by building greater buyer trust

Ready, here it is…the line that’s said in every executive strategy meeting this time of year: “As we head into next year, we need to cut costs and grow faster.” While the statement is rife for snarky water cooler chat possibilities, it is not an oxymoron. It is what...

Achieving Sales & Marketing Alignment With Happy Customers

In a January 2017 Harvard Business School article on corporate alignment, there was a statement that made me pause. Companies are spending $12 billion on Sales Enablement annually, not counting the billions spent on CRM systems.  The article then when on to mention...

Customer Reference Efficacy

Please re-read the title of this article.  No doubt, Customer Reference Efficacy is a mouthful and probably a Sales & Marketing metric you rarely think about, if ever. Yet if you were to ask sales leaders how important References are to sales cycles you would get...

Summer Is Over. Are You Poised to Close the Year Strong?

We are in the midst of the lazy days of summer. Did you know, fifty percent of all Americans take a vacation in July and 1 in 3 folks take vacation in August? As folks wrap up their vacations and enjoy their final weeks of summer, the reminder that cooler weather,...

Stop Buying Sales & Marketing Technology Like It’s a Game

Is purchasing sales or marketing technology like playing Pin the Tail on the Donkey? Marketing and Sales Operations departments are getting better and better at helping point salespeople at the best prospects as well as enable them with technology. Unfortunately the...
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