Sales Enablement

ABM Requires Sales Account Plan Integration

ABM Requires Sales Account Plan Integration

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ABM can only be optimized if Sales and Marketing work closely together

Whose Customer Is It Anyway?

Whose Customer Is It Anyway?

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What role should marketing play in sales enablement?

3 Essential KPIs for Demand Creation Efficiency

3 Essential KPIs for Demand Creation Efficiency

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How to have a demand generation process in place

SalesTech: Taking Two Clicks Down to One

SalesTech: Taking Two Clicks Down to One

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Brainshark and Highspot seize an opportunity in the sales enablement market

One on One: Jim Lochry says Inbound and Outbound are Both Important

One on One: Jim Lochry says Inbound and Outbound are Both Important

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Jim Lochry of ConnectLeader talks about how to build trusted relationships with buyers

Vindicia: Accelerating ABM Boosts Pipelines

Vindicia: Accelerating ABM Boosts Pipelines

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Subscription solution vendor Vindicia is achieving record pipelines through an Avention ABM deployment

Salesforce Launches B2B Analytics App

Salesforce Launches B2B Analytics App

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Salesforce launches a series of new Wave Analytics Apps, including an out-of-the-box solution for B2B marketers

Sales Tech is About to Explode

Sales Tech is About to Explode

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Marketing tech is still growing, but for better or worse sales tech is ready for its close-up

What Salesforce Likely Wanted from LinkedIn

What Salesforce Likely Wanted from LinkedIn

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How would Monday morning have looked if Salesforce's bid had succeeded?

Understanding Account Based Marketing

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ABM is on everyone's lips, mainly because technology has finally caught up with it. What is it, and why is it important in the B2B space?

ABM: Bridging the Data Gap

ABM: Bridging the Data Gap

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No ABM strategy can succeed without the right data

Fast Facts: December 2015/January 2016

Fast Facts: December 2015/January 2016

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Some quick info to keep you up-to-date, including the percent of email marketing executives who say their organization has clear marketing goals by channel.

10 Facts That Holiday Marketers Need to Know to Succeed

10 Facts That Holiday Marketers Need to Know to Succeed

Digital prowess during the year's biggest shopping season is an absolute must.

B2B Buyer Demands Have Changed the Game

B2B Buyer Demands Have Changed the Game

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Ninety-eight percent of global business buyers do at least some online research on work-related purchases they make offline.

Sales Enablement Is Imperative for Top Brands

Sales Enablement Is Imperative for Top Brands

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72% of companies that exceeded revenue targets by at least 25% have a defined sales enablement function.

Consumers Want to Hear From Retailers; Knowing When Is the Key

Consumers Want to Hear From Retailers; Knowing When Is the Key

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More than 80% of Americans want to receive ads from retailers and e-tailers; though only 57% say they want to hear from them when there is a sale or promotion.

Target's Digital Sales Rise 30 Percent

Target's Digital Sales Rise 30 Percent

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Web transactions accounted for one-fourth of comp sales increases, helped in part by an improved free shipping strategy.

Marketing Challenge: What to Do When Sales Rises Up Against Marketing

Marketing Challenge: What to Do When Sales Rises Up Against Marketing

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A week into her new role as chief marketing and sales officer, Abigail Bruner heard two of her top salespeople hatch a plan to pitch themselves to the competition. What should she do? Read the full story and provide your advice.

Sales and Marketing Need to Join Forces

Sales and Marketing Need to Join Forces

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All marketers agree that it's very important to communicate with other departments vis-à-vis customer engagement, so why are so few sales and marketing departments on the same page?

Get Ready for Genetically Modified Content

Get Ready for Genetically Modified Content

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Highspot introduces "content genomics," which codes and tracks each element of sales collateral for effectiveness.

Marketing Still Not Producing Enough Leads, Says CSO Study

Marketing Still Not Producing Enough Leads, Says CSO Study

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Conversion rates of qualified leads have been eroding for five years running, according to a study of global sales organizations.

Sales Pros More Likely Than Marketers to Win the CEO Seat

Sales Pros More Likely Than Marketers to Win the CEO Seat

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A new study suggests that sales leaders have a better chance of climbing the corporate ladder than their marketing counterparts.

Marketo Adds Lead Analysis Partner

Marketo Adds Lead Analysis Partner

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DataHero promises to give the marketing automation platforms customers a better read on their pipelines.

Know Your Customers, Grow Your Revenue

Know Your Customers, Grow Your Revenue

Marketers who use data to react to customers in real time will also drive profitable sales. You think you know your customers. But what you see on the surface is rarely the complete picture.

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.

Unemployment Rate Ticks Down, Opportunity for Marketers Ticks Up

Unemployment Rate Ticks Down, Opportunity for Marketers Ticks Up

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A new infusion of growth into the job market can prove to be a win for marketers.

Becoming "Resource Full"

Becoming "Resource Full"

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

Lead Generation in 2015

Lead Generation in 2015

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Strategy, content, and customers. Marketing pundits say those will be the three prongs of a successful lead-gen strategy in the coming year.

When Marketing and Sales Collide: Answers

When Marketing and Sales Collide: Answers

The head of marketing operations is doing just as much selling as marketing, sans the commission her sales colleagues earn. How should she handle it? See how our readers would tackle this thorny situation.

Let's Get Real About Sales Automation

Let's Get Real About Sales Automation

Three words apply when adopting SFA: Keep it simple.

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