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In our recent articles on marketing and sales alignment, we’ve primarily focused on co-defining levels of leads for the two groups, and encouraging cooperation between them throughout the sales process. It’s kind of like two members of a superhero group like the Fantastic Four: they both bring considerable yet different powers to the table. In ...

Sales and Marketing Alignment Can Enhance the Sales Process and Close More Deals It’s no longer the case that sales have full responsibility for the sales pipeline. That’s because according to recent research by SiriusDecisions, buyers can be more than two-thirds of the way through their initial research process when they decide to seek the ...

As we’ve been covering in earlier articles, computing ROI for a CRM systems is an involved affair. But another way of figuring ROI for CRM would be to put it under the heading of efficiency: how would efficiency be improved for the key areas of the company? For in the end, that’s what CRM is ...

At very first glance, it wouldn’t seem that buying or selling a home or commercial property would be all that complex. One party wants to sell. One party wants to buy. They come to an agreement. Money changes hands. That’s really all there is to it, isn’t it? Do you really need a CRM application ...

We had a great 2013 and we are on target to make this one even better… With a great start to this year and last year behind us, it is time to look forward. We are still firmly set on our path of commitment to provide even more educational methods and to assist salespeople. Our ...

A key part of aligning sales and marketing is to ensure your business gains a foothold during the early stages of your customer’s buyers’ cycle. That’s because if you do, the likelihood of attracting more leads and closing more sales increases significantly. Let’s explore the reasons why… In simple terms, the buyers’ journey describes the ...

Depending on your company, trialware offerings, sales presentations, and product demos are often the domain of separate departments. Trialware is often the responsibility of programmers. Depending on the product, a demo can be in the hands of Sales or Development. Presentations are nearly always considered the territory of Sales or Marketing—but rarely both. These are ...

In many companies, a more or less permanent state of opposition exists between Sales and Marketing. Marketing is doing everything they can in the area of lead generation and forwarding those leads onto the sales force. Sales is picking through the leads and taking the ones that look the most promising, and rejecting many claiming they’re ...