Sales and Marketing: Partner or Perish

Sales and marketing have a strong relationship. We rely on each other. We need each other.

However, Romeo and Juliet we are not.

But Romeo and Juliet we must become because our mandate is clear: partner or perish.

Here are two points that show the chasm that has long plagued marketing and sales (GoldMine blog):

Tis the Season for B2B Gifting

Every year, there is a last-minute scramble as businesses try to figure out a unique holiday gift for clients, partners and employees. And every year, holiday corporate gift giving produces some pretty wacky gifts. According to a recent survey of our Tango Card clients, folks reported receiving a ham, a lamp (“the world’s ugliest”), even a car wash and wax package as holiday gifts. Not exactly the types of gifts high on a customer’s (let alone anyone’s) wish list.

3 Steps to Fully Optimized B2B Prospect Development

B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing.   

Higher Education

CMO to CIO: “I want to friend you”

Know What You Need

Will the iPad Kill PowerPoint?

12 Things Salespeople Would Like To Tell Their Managers

In our November/December print issue, sales trainer Mark Hunter shared six things that salespeople would like to tell their manager. Here are those six and six more.

4 Fixes for Lackluster Leads

The battle for the success of your company is all about revenue, and it is being lost. Every day, I talk with executives who report revenue is coming up short, being left on the table and can’t be sustained. Profits are lost early in the sales cycle and at the close. Numbers are not being made despite much effort and huge investment. Why?

iBelieve

I know that seems mundane to many of you, but I feel a little more grown up. A little more professional. A little more empowered.

You see, when it comes to cell phones, I have obstinately been a Luddite, clinging to my circa-2006 flip phone while my kids upgraded and then upgraded again to paperback-sized smartphones with HD screens and cameras that outperform most SLRs.

Sales Training Without Accountability Is Pointless

Sales training is great. Many of the hundreds of companies that provide sales training do a great job. Their content is dynamic. Their speakers are inspiring. And their track record is impeccable. Their sales training teaches valuable skills and produces immediate results.

Unfortunately, 30 days after the training, very little behavior has changed.

How Sales Is Changing Before Our Eyes

5 Tips for Smarter Email Use By Sales Pros

1. Don’t let email control you

Don’t Let Your Top Sales Performers Stifle Your Business

“They’re driving me nuts!” aren’t the words most would expect to hear from a director managing a high-performance team. But as any sales manager knows, while top salespeople are essential to the company’s success, these high performers can also be “high maintenance,” causing problems that soak up management time and impact other team members.

The CMO Is Dead

I have some sad news: the chief marketing officer is dead.

Fortunately, I’m talking about the CMO position rather than a particular person. But the decline of the CMO’s influence is an alarming trend in companies that claim to put the customer first but in reality continue to be product-driven.

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