A Harvard Business Review study says B2B salespeople are playing catch-up in the game of customer-managed relationships.
Mountain West Financial organizes and improves lead-gen for its sales team with mobile CRM tools that enable direct, personalized interactions.
When it comes to attracting and retaining customers, increased engagement is the Holy Grail.
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.
Customers' changing purchase habits have extended marketers' reach further into the sales funnel, upping their contribution to revenue.
Listen up CMOS: Intelligently enabling today's sales managers and representatives for sales mobility is a smart investment.
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.
CMOs and marketing directors are extremely hesitant to rock the boat if they know sales won't like the changes.
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.
Marketers who take a savvy approach to lead nurturing can free up salespeople to spend more time selling.
5 strategies for getting sales and marketing teams to play nice and win customers.
Avoiding the dreaded Happy Ears syndrome means marketers should only pass over truly sales-ready leads.
Resist the temptation to dismiss marketing and sales fundamentals in the age of quick hits and shortcuts.
Three words: Align to sales. It's the only way to achieve short- and long-term ROI goals.
Designing data-driven maintenance service programs that deliver ongoing annuity streams.
Building the business case for data investment to impact marketing.
Marketers should spend more time learning about their customers and less time inhaling the sweet smoke of their own overcooked, overdone marketing slang.
Most marketers aren't collaborating with sales, and the effects can have a rather scary impact on the bottom line.
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.
Company of the Week
SK&A is a leading provider of U.S. healthcare information solutions and databases. As part of IMS Health, SK&A researches and maintains contact and profiling data for over 2 million healthcare providers, including 800,000+ prescribers. SK&A's data supports research and marketing initiatives for life sciences, medical device, managed healthcare, direct marketing, publishing, education and more. SK&A's proprietary databases are telephone-verified twice per year from its world class Research Centers. SK&A enables multi-channel marketing and sets the standard for data quality and reliability. SK&A's customers include many of America's most recognized healthcare, publishing and pharmaceutical institutions.
SK&A is a leading provider of U.S. healthcare information solutions and databases. As ...