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In our last article we discussed the importance of social media strategy in today’s B2B business environment. For B2B, social media can be vitally important at the beginning of a business relationship—but after a point a stronger stress must be placed on product benefits to the target company, and the insightful and personal customer relations between ...

In the last year or so, the importance of social media to a CRM application has been all the rage. “Does your CRM solution support social media?” seems to be the question on every CRM pundit’s lips. It is a valid question, if only because of the preponderance of both companies and individuals that are ...

The title of this article seems an obvious statement. But interestingly, most CRM applications don’t quite do it the way it should be done—without having to move out of the CRM interface. Ideally you should be able to engage your contacts across any channel from right within CRM. Email just happens to be the most ...

As covered in our recent series of articles on B2B sales, today’s B2B sales landscape is radically changing. The sales funnel is being replaced by sales pipeline – with full understanding of, and a tracking with, buyer experience. Pitch selling is being replaced by insight selling, in which salespeople listen to and consult with buyers ...

In our recent series on Marketing and Sales Alignment, we’ve discussed many ways in which Marketing and Sales can work as a cohesive unit, instead of in traditional isolation and (often) conflict. A recent article in Harvard Business Review entitled Ending the War Between Sales and Marketing pointed out that a case can be made ...

In our last article on Marketing and Sales Alignment, we covered some primary areas of friction between Sales and Marketing. In this article we are going to go through that same list, and discover what might lead to a smooth meshing of these two crucial gears within a company.

You’ve probably heard that 65 percent or more of today’s B2B buyers have fully researched purchases before ever talking to a sales rep. This radical shift has changed the buyers’ journey in today’s business world and it come about because of the internet.

If any word could be used to describe the manufacturing industry, it would be precision. It begins with the engineered processes used right on the manufacturing floor. It extends back to the exact types and amounts of raw materials ordered so that manufacturing process can occur. It extends forward to the delivery of the specific ...