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Today we must embrace the idea that sales and marketing are no longer separate. Success today is about sales and marketing alignment.

On opposite ends of the office, the Marketing Department and the Sales Department each believe they alone are responsible for bringing in new customers and keeping old ones, and to make it even more polarized, the company’s ad agency on Madison Avenue holds the same belief. And at the same time, everybody takes the IT ...

The power of ride-alongs with salespeople has been long understood by sales managers. It helps build relationships with reps, and firsthand observation of a sales call provides immediate demonstration of what worked and what didn’t in the prospect meeting. “Riding along” doesn’t just happen in cars, despite the name. Reps can also be accompanied on ...

Continuing our series on artificial intelligence and sales, let’s take a look now specifically at AI as it relates to CRM and sales prediction. As I said before, we could go off in a million different directions in discussing AI, but I’m going to stick with what I know well, which is CRM. Two very ...

(One of my personal #SalesFails) I cannot count the times I’ve watched a salesperson spend hours laboring over a presentation–packing in the details, pictures, statistics, graphics…and hope. Yes, a great amount of hope that in the end the presentation will be so stellar, and cover every possible objection or variable, that the prospect will fall ...

In every organization there is a degree of conflict between marketing and sales. Marketing complains that sales don’t move product effectively; sales claims they don’t get the support from marketing they need to do the job. Marketing says that certain sales activity is off strategy; sales responds by criticizing that marketing doesn’t provide clear enough ...

It’s the age-old question that has been asked since the beginning of time (or at least since the beginning of sales): What makes a good salesperson? Is it attitude? Is it skills? Is it knowledge of the product? You will find someone sitting on of the three fences. But what really is the answer? The ...

Are you on the right track to accelerate sales and productivity? It often doesn’t feel that way. You’re working harder every year but you’re not consistently achieving quota expectations. You’re are not alone. Most companies are on the wrong track. Fewer companies are achieving their revenue plan each year (89.2% achieved plan in 2012 but ...