CSO Insights * yesterday released their 16th. Sales Performance Optimization Survey of more than 2800 Chief Sales Officers (CSO's) around the World from many different industries.
3 min read
2010 CSO Insights Survey: I Want Inbound Leads, Marketing Alignment
Topics: CSO Insights marketing messaging buyer-persona
7 min read
Recruiting SaaS B2B Sales Channels and Getting Sell-through
I responded to a comment on LinkedIn last week on the topic "Marketing and Selling SaaS is hard!!!" on the difficulty in recruiting B2B sales channel partners and getting them to sell-through and I thought I’d expand on the subject with the help of my former colleague Bob Langer. Here is the original article Marketing and Selling SaaS is hard
This is a hot topic - not only for the new cohort of SaaS solutions providers, but for every entrepreneur with visions of channel sales success as well as medium sized companies wanting to sell innovative products through an indirect model.
Topics: inbound marketing killer products marketing messaging
1 min read
Is your Marketing Messaging aligned with Buyer Needs?
Let's examine your company's sales effectiveness in light of your likely half-year sales results.
According to CSO Insights, "Sales Performance Optimization - 2008 survey", the top four initiatives that Chief Sales Officers plan to implement to improve sales effectiveness this year in priority order are;
Topics: inbound marketing CSO Insights marketing messaging
2 min read
Effective Product Launches - marketing messaging alignment
Innovative and complex products are launched daily in technology centres around the World. The product promise, is to enhance our work, play, health, or longevity. Unfortunately, a great many of these innovations will be abandoned before they achieve long-term commercial success, because they won't hit their early sales targets.
Topics: marketing messaging differentiation
2 min read
Buyer-relevant Messaging vs. Features and Benefits
Sales and Marketing Messaging Alignment is a relatively new phenomenon for many technology companies and the potential value from this process is often poorly understood.
Topics: marketing messaging
2 min read
When Sales and Marketing Stars Collide
Most of our clients contact us because they have sales performance issues.
