Sales

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.

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.

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.

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.

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.

The Fruits of Sales and Marketing Collaboration

The Fruits of Sales and Marketing Collaboration

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Experts weigh in on ways marketing and sales can benefit each other and bring brands closer to the coveted omnichannel standard.

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.

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.

Christmas Day Sales Are Merry for Retailers

Christmas Day Sales Are Merry for Retailers

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Overall sales are up from last year thanks in large part to mobile devices.

Defendable Multichannel Sales Attribution

Defendable Multichannel Sales Attribution

Sales attribution is imperative for a company and its growth.

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.

Putting One Bigfoot in Front of the Other

Putting One Bigfoot in Front of the Other

Sales transformation is a monster of a journey.

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.

Marketing, Sales, and Customer Experience—Oh, My!

Marketing, Sales, and Customer Experience—Oh, My!

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The tentacles of customer experience extend to marketing and sales in ways that unite them.

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.

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