I'm delighted to introduce Jock Busuttil, my guest blogger this week on a subject that is near and dear to my heart; - connecting sales and product management with the customer. Jock Busuttil is a Senior Product Manager and an alumnus of Advanced Marketing Concepts.
5 min read
Why Sales needs to align with Product Management to win more business
Topics: sales and marketing alignment marketing messaging product management
3 min read
How to Create Messaging that Fuels Inbound Lead Generation
Most marketing executives will have lead generation close to the top of their list of goals in 2010; however generating quality sales leads has never been harder, or easier - depending on your strategy.
Topics: inbound marketing marketing messaging buyer-persona
Magic Software - Sales and Marketing Performance Case Study
The Magic Software Case Study has been moved to Sales And Marketing Performance Improvement Case Studies
Topics: inbound marketing marketing messaging sales performance
6 min read
The Role of Sales and Marketing Consultants in Start-ups
In the past couple of months I have met with four entrepreneurs, all highly passionate about their products and excited with the potential for them in the market.
Topics: inbound marketing marketing messaging lean startups
3 min read
Ten Top Ideas for Improving Sales and Marketing Performance in 2010
Most sales professionals will be very focused on closing last minute deals in the popular end of year discount-fest enjoyed around this time of year by our customers. Most marketers will be considering how they can improve program performance in 2010 to generate more leads and build mindshare.
It's a bad time to be calling sales and marketing leaders to engage in conversations about improving sales and marketing performance in 2010, but when is a good time?
So instead of calling prospective 2010 clients, I'm posting a blog and sending a link with the top 10 things for sales and marketing leaders to consider in their planning for improved performance in 2010, with a link back to a landing page on our site to register interest in further discussion.
Topics: inbound marketing marketing messaging sales performance
5 min read
Sales and Marketing United - a Winning Team
The problems affecting technology companies that operate silo’ed sales and marketing organizations are many and varied. The gulf between sales and marketing in these companies is a lonely place – a “no-mans land”.
Topics: inbound marketing marketing messaging
3 min read
Do your salespeople communicate value?
I have been working in complex B2B sales enablement consulting and as a sales enablement practitioner for the past 16-years. Right from the first engagement where I rode-along on sales calls, to the conversation I had last week with a sales leader, a consistent problem persists: salespeople do not know how to effectively communicate value with buyers.
Topics: sales and marketing alignment marketing messaging commercial insight
3 min read
Clarity Trumps Persuasion and Drives Sales Conversations
Clarity in Internet, marketing and sales messaging is a topic we have been writing about for the past five years as it critical in creating marketing messages for B2B technology companies that resonate with buyers and help them get found on the Internet.
Topics: marketing messaging sales performance
3 min read
Start-up Sales and Marketing Insights and 2010 Priorities
CSO Insights have been publishing sales performance data for technology companies for the past 16 years.
This year is the first time they have broken that data set down to include a survey of Start-up sales and marketing performance. In their 2010 Sales Performance Optimization Survey, a total of 182 startup sales leaders completed the comprehensive survey of all aspects of the sales and business development process.
As a consultancy we focus on solving marketing and sales problems in both start-ups and in established companies. Established firms trying to sell innovative technology to early adopters, have similar problems to startups, except for the cash-flow constraints.
This survey of 182 start-ups of which 60% were based in the USA highlights a number of issues of which we have first-hand experience. We believe the following data are interesting and worthy of discussion.
Topics: CSO Insights marketing messaging lean startups
2 min read
Sales & Marketing Performance Tip - Define Your Perfect Prospect
Sales and marketing aligning to define their perfect prospect is one way of improving lead generation and getting more from marketing investments, according to CSO Insights 2010 Sales Performance Optimization Survey of more than 2800 companies.
