The friction between marketing and sales is no secret. In fact, a survey from the Corporate Executive Board found that 87 percent of the terms marketing and sales use to describe each other are negative. But in today’s customer-centric landscape, it is more important than ever that these two teams become strategic partners and work [...]
Research by CSO Insights demonstrates that there is a direct correlation between the quality of the messages sales reps use in their selling process and their ability to close business. Bridging this gap is paramount to delivering a consistent and compelling customer journey. With as much as 60 to 80 percent of the buying process [...]
As marketing automation continues to advance, marketers are experiencing an increase in both visibility and accountability as it relates to lead-to-revenue processes. It’s no secret that the relationship between marketing and sales is often rife with tension. Sales expects marketing to increase the value and quality of the support it brings to revenue production and [...]
Research by CSO Insights found there is a direct correlation between the quality of the messages salespeople use in their selling process and their ability to close business. Bridging this gap is paramount to delivering a consistent and compelling customer journey. With as much as 60 to 80 percent of the buying process occurring before [...]
A recent IBM survey of C-suite executives found that the top priority of most CEOs is developing a more customer-centric organization. In the age of the customer, which is also referred to as the age of relevancy, delivering customer-centric content is critical. With as much as 60 to 80 percent of the buying process occurring [...]
