Developing Customer Intelligence for Sales Enablement
Keeping up with prospective customer challenges and needs has become both easier and more difficult at the same time. The mining of information online today,
The Future of Marketing is About Trust
Admittedly, I don’t get a lot of the new world of communication. I notice my brother putting a post on Facebook about the status of
Going Beyond Thought Leadership to Commercial Insight
As B2B marketers, we know that truly connecting with prospects in a meaningful way requires connecting with them on an emotional level. Content based marketing
Discovering Your Prospects Undiscovered Needs
A recent Marketing Profs post* provides a new perspective on an old problem: communicating differentiated value through “unconsidered needs.” In this post, we’re going to
5 Ways to Engage and Win New Prospects
The volume of information available to buyers via the Internet is increasing exponentially. To gain visibility for their products and services marketers must produce ever
6 Steps to Marketing and Sales Alignment
A recent McKinsey* article touted the coming age of “on demand” marketing, and while it focused on the B2C market, the evolution of digital technology
Improve Sales and Marketing Efficiency: Find the Right Decision Maker
When attempting to sell a technology solution to a targeted account it’s clearly imperative to know who has responsibility for the system, process or application
6 Ideas for Creating Compelling Content
Our recent survey of senior marketing executives asked what their greatest challenge was in developing compelling content. Predictably, two reasons stood out: time and budget
Using Social Media to Accelerate Sales
As part of our latest B2B survey of senior enterprise marketers, we asked, “How has social media changed the buyer’s journey?” Overwhelmingly (65%), respondents answered
When Online Content May Not Facilitate the Sales Process
nA recent SimplyDIRECT-sponsored survey of senior enterprise marketers from major technology companies themed Facilitating the Sales Process asked, “To what extent do you feel online
Most Effective Ways for Marketing to Impact Sales Enablement
Our latest survey of senior B2B marketers reveals that lead generation is still high on their list of priorities. However, of more importance is gaining
B2B Marketing Strategy: Vertical is Vital Now
Today’s cloud solutions and the related customer needs are changing the service mix, affecting how such services are being sold and, who they’re being sold
Insight Selling is the New Solutions Selling
According to the latest B2B customer purchase decision-making survey by the CEB*, the average customer is already 57% of the way through their purchase process
How to Make Your Campaign Message More Personalized
As buyers increasingly engage in self-guided online buyer’s journeys, marketers must find ways to engage with prospects via websites, blog posts and other social media.
3 More B2B Marketing Steps To Improve Sales Enablement
One of the most ubiquitous challenges in today’s business context, crossing departments and industries alike, is the lack of both time and resources – organizations
Six Critical Sales Enablement Strategies for Marketing
With today’s ultra-competitive markets and even tighter marketing budgets, it’s of critical importance to maximize the effectiveness of both marketing and sales organizations. The idea
How B2B Marketers Can Kick-start The Buyers Journey
Finding and getting traction with new customers in today’s highly competitive B2B market remains a major and costly challenge. If you have hot new technology,
Improve Target List Accuracy and Email Success
Crafting a robust list or database requires a combination of clarity of purpose, finesse, and a healthy dose of elbow grease – verifying and validating