Golden

Shot by Both Sides

Shot by Both Sides

The average tenure of B2B sales leaders is 18 months. Here's why marketers should pay attention to that turnover rate.

Becoming "Resource Full"

Becoming "Resource Full"

Stand out from the competition by being a go-to content source for buyers.

Let's Get Real About Sales Automation

Let's Get Real About Sales Automation

Three words apply when adopting SFA: Keep it simple.

The First Step To Getting Your Sales Back on Track

The First Step To Getting Your Sales Back on Track

This one-step regimen is more obvious than you think.

Social Selling Takes a Village

Social Selling Takes a Village

Don't let its name fool you. Why social selling isn't just for the sales department.

Where Strategy and the Market Really Intersect

Where Strategy and the Market Really Intersect

Why the sales manager's role is more crucial than you think.

Remind Me Again, What Are We Automating?

Remind Me Again, What Are We Automating?

Marketers be warned: Don't invest in technology without a solid strategy in place first.

What's the Story Sales and Marketing?

What's the Story Sales and Marketing?

How the two departments can co-write valuable insight for buyers.

Putting One Bigfoot in Front of the Other

Putting One Bigfoot in Front of the Other

Sales transformation is a monster of a journey.

Do We Have a Connection?

Do We Have a Connection?

Marketing executives need to connect with their employees via LinkedIn—here's why.

The Patience of a Wolf

The Patience of a Wolf

The patience and curiosity of the wolf got me thinking about the changing environment of marketing and selling is requiring marketers and salespeople to a new set of skills.

Brand of Gold

Brand of Gold

Personal branding for marketers and salespeople alike is a business imperative.

Does Your Sales Team Have Happy Ears?

Does Your Sales Team Have Happy Ears?

Avoiding the dreaded Happy Ears syndrome means marketers should only pass over truly sales-ready leads.

It's Not "OK" to Be "K"

It's Not "OK" to Be "K"

Resist the temptation to dismiss marketing and sales fundamentals in the age of quick hits and shortcuts.

Selling to Goldfish

Selling to Goldfish

Marketers have mere seconds to capture customers' fleeting attention. Do your communications resonate, motivate, and differentiate?

[Marketing] Noise Annoys

[Marketing] Noise Annoys

Online networking isn't a shortcut; it's the latest venue where skilled sales and marketing professionals will excel if they're disciplined, patient, and discerning.

Go With the Flow; Flow Marketing, That Is

Go With the Flow; Flow Marketing, That Is

Customer-centric B2B marketers create a continuous flow of conversations and interactions with buyers

Is Your Marketing Egocentric or Customer Centric?

Is Your Marketing Egocentric or Customer Centric?

Marketers must communication with customers based on customers' preferences, not company convenience.

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