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.
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?
Highspot introduces "content genomics," which codes and tracks each element of sales collateral for effectiveness.
Conversion rates of qualified leads have been eroding for five years running, according to a study of global sales organizations.
A new study suggests that sales leaders have a better chance of climbing the corporate ladder than their marketing counterparts.
DataHero promises to give the marketing automation platforms customers a better read on their pipelines.
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.
The average tenure of B2B sales leaders is 18 months. Here's why marketers should pay attention to that turnover rate.
A new infusion of growth into the job market can prove to be a win for marketers.
Stand out from the competition by being a go-to content source for buyers.
Strategy, content, and customers. Marketing pundits say those will be the three prongs of a successful lead-gen strategy in the coming year.
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.
Three words apply when adopting SFA: Keep it simple.
A Harvard Business Review study says B2B salespeople are playing catch-up in the game of customer-managed relationships.
This one-step regimen is more obvious than you think.
Don't let its name fool you. Why social selling isn't just for the sales department.
Mountain West Financial organizes and improves lead-gen for its sales team with mobile CRM tools that enable direct, personalized interactions.
Why the sales manager's role is more crucial than you think.
Experts weigh in on ways marketing and sales can benefit each other and bring brands closer to the coveted omnichannel standard.
How the two departments can co-write valuable insight for buyers.
When it comes to attracting and retaining customers, increased engagement is the Holy Grail.
Overall sales are up from last year thanks in large part to mobile devices.
Sales attribution is imperative for a company and its growth.
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.
Sales transformation is a monster of a journey.
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.
The tentacles of customer experience extend to marketing and sales in ways that unite them.
CMOs and marketing directors are extremely hesitant to rock the boat if they know sales won't like the changes.
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 ...