Sales Enablement

When CRM Morphed Into CMR

When CRM Morphed Into CMR

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A Harvard Business Review study says B2B salespeople are playing catch-up in the game of customer-managed relationships.

CRM Makes the Sale

CRM Makes the Sale

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Mountain West Financial organizes and improves lead-gen for its sales team with mobile CRM tools that enable direct, personalized interactions.

How Mobile Is Taking the Reins on Customer Engagement

How Mobile Is Taking the Reins on Customer Engagement

When it comes to attracting and retaining customers, increased engagement is the Holy Grail.

Bridging the Marketing and Sales Divide: Answers

Bridging the Marketing and Sales Divide: Answers

The sales and marketing teams at Digital Manufacturing are bickering and its impacting their work. What would you do in that situation? Read on to see what our readers had to say.

Marketing Leads Here!

Marketing Leads Here!

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Customers' changing purchase habits have extended marketers' reach further into the sales funnel, upping their contribution to revenue.

Use Intelligent Mobile Sales Performance Automation to Drive ROI

Use Intelligent Mobile Sales Performance Automation to Drive ROI

Listen up CMOS: Intelligently enabling today's sales managers and representatives for sales mobility is a smart investment.

Bridging the Marketing and Sales Divide

Bridging the Marketing and Sales Divide

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The bickering between marketing and sales is getting out of hand. Read this month's Marketing Challenge scenario and tell us what you would do to solve the SVP of sales and marketing's dilemma.

E-commerce and the Sales Force, Enemies No More

E-commerce and the Sales Force, Enemies No More

CMOs and marketing directors are extremely hesitant to rock the boat if they know sales won't like the changes.

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.

5 Big Data Insights to Transform B2B Lead Gen

5 Big Data Insights to Transform B2B Lead Gen

Marketers who take a savvy approach to lead nurturing can free up salespeople to spend more time selling.

Partnering for Profitability

Partnering for Profitability

5 strategies for getting sales and marketing teams to play nice and win customers.

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.

Marketing ROI Requires Strong Alignment With Sales

Marketing ROI Requires Strong Alignment With Sales

Three words: Align to sales. It's the only way to achieve short- and long-term ROI goals.

An Enduring Revenue Opportunity for Direct Marketers

An Enduring Revenue Opportunity for Direct Marketers

Designing data-driven maintenance service programs that deliver ongoing annuity streams.

The ROI of Marketing Data

The ROI of Marketing Data

Building the business case for data investment to impact marketing.

No B.S.—Communicate in a way clients understand

No B.S.—Communicate in a way clients understand

Marketers should spend more time learning about their customers and less time inhaling the sweet smoke of their own overcooked, overdone marketing slang.

Don't be a Halloweenie—collaborate with your salespeople

Don't be a Halloweenie—collaborate with your salespeople

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Most marketers aren't collaborating with sales, and the effects can have a rather scary impact on the bottom line.

Customer knowledge makes the sale

Customer knowledge makes the sale

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The more relevant, comprehensive insight that marketers make available to salespeople in real time, the more likely reps are to reach out to customers at the right time with the right solution.

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