Bridging Marketing And Sales

How to Create a Lead Nurturing Program That Produces Sales Qualified Leads

Are you a strategic marketer? Someone viewed in your company as bringing revenue to the business? Or are you a tactical marketer that struggles to get the budget you need to do your job?     Strategic marketers measure how … Read More

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The Sales Collateral Explainer Guide— 30 Definitions

Sales collateral helps your sales reps advance their prospects through the sales process. According to Greg Alexander of Sales Benchmark Index, sales leaders who strategically use content to move their buyers along are at 150% of quota and have a … Read More

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9 Ways to Align Sales and Marketing Around Outbound Prospecting

Hubspot champions inbound marketing, but did you know that they use outbound prospecting to close their larger deals? Yes, they make cold calls and send out cold emails to drum up meetings with targeted prospects.   Why do they do … Read More

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7 Signs Your Sales Enablement Program Is Broken (And How To Fix It Fast!)

Almost half of your sales reps will not hit their quotas this year. Even though the Internet has made it easier for your sales reps to reach your prospects, it’s also getting easier for your competition to reach them—and for … Read More

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13 Statistics to Justify Your Sales Enablement Program

We’ve all heard about sales enablement, but is it something we should pay attention to? As marketing professionals, there is already too much on our plate to handle. Do we really want to add something else?   This is a … Read More

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How to Map Content to the Funnel to Improve Your Sales Win Rate

As a good marketer, you’ve probably zeroed in on the number of leads that your sales reps need in order to hit their quotas. And you’ve probably done a great job hitting that number, even though you are understaffed for … Read More

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8 Differences Between Product Marketing vs Product Management

“What’s the difference between product marketing and product management?”   It’s a common question not only asked by colleagues, but also people in those roles. The two positions are ambiguously defined in most organizations, and often seem to overlap.   … Read More

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What Sales Enablement Content Does Sales Need To Close Deals?

There is one thing that B2B marketing teams consistently get wrong when supporting sales teams. They don’t create content NEEDED to close deals.   This isn’t malicious. In fact, most marketing teams that I’ve spoken with are really eager to … Read More

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How to Create Good Sales One-Pagers By Answering These Four Questions

“Send me something about your company/product/offering.” ~ Prospect   Your sales reps know the drill. In an effort to protect themselves and take control back in the sales conversation, your prospects will ask for information about what you do so … Read More

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7 Buyer Persona Training Tips to Accelerate Onboarding for New Sales Reps

Training new sales reps on buyer personas helps them ramp up faster. Understanding your buyer personas is a critical component of going from newbie to full contributor.   Why is that?   It’s because your buyer personas help your sales … Read More

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