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 ...
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 ...
