Sales Enablement

Understanding Account Based Marketing

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

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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.

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.

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