Sales Alignment

Blog
Managing Sales Requests and Changing Priorities
How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have you noticed that car salespeople always sell what they have on the lot, while software sales people always seem to sell what they don’t have? After all, our salespeople and executives believe that anything is possible with software.
How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have you noticed that car salespeople always sell what they have on the lot, while software sales people always seem to sell what they don’t have? After all, our salespeople and executives believe that anything is possible with software.
Article
The B2B Buying Disconnect: Insights on the Gap Between Vendors and Buyers
Research from a number of analyst firms over the past few years has revealed that the B2B purchasing process has changed—the new technology buyer is more empowered and conducting more independent research than ever before. What’s unclear is how technology vendors have adjusted their go-to-market strategies to match this new paradigm....
Research from a number of analyst firms over the past few years has revealed that the B2B purchasing process has changed—the new technology buyer is more empowered and conducting more independent research than ever before. What’s unclear is how technology vendors have adjusted their go-to-market strategies to match this new paradigm....
Blog
7 Tips to Get the Most Out of Marketing Automation
  By Mollie McDonnell When Heather Lemere started Salon Success Strategies—a marketing agency that services salons and spas in 2009—it was difficult to find leads. It was even harder to find qualified leads. As a result, Lemere decided to utilize marketing automation software. Once she consolidated her marketing systems onto one platform, the...
  By Mollie McDonnell When Heather Lemere started Salon Success Strategies—a marketing agency that services salons and spas in 2009—it was difficult to find leads. It was even harder to find qualified leads. As a result, Lemere decided to utilize marketing automation software. Once she consolidated her marketing systems onto one platform, the...
Blog
Taking Event Support from Sales Tactic to Product Strategy
Events. It’s natural to dread them. As a product manager, you may view events as largely tactical and time-consuming endeavors. Beyond that, you may loathe being stuck in a trade show booth taking on a sales role that’s not entirely comfortable for you. But the truth is that events aren’t just a sales and marketing tactic. They can and should be a strategic part of your market research—a way to glean feedback from your market as much as they are a place to push your message. Rethinking the Role of Events While some product managers have a sales background, most don’t. And when you’re put into a trade show environment, your focus suddenly becomes delivering leads. Maybe your sales people lure prospects in with a good pitch and then expect you to continue the conversation—maybe even close the sale. Frankly, a lot of product folks aren’t good at this. Ultimately, you may be wasting your time manning a booth when you could be making events more beneficial to your team, your company and even your prospective customers. So, what can we do to rethink event support and create events that actually benefit the product team? Here’s a start. 1. Talk […]
Events. It’s natural to dread them. As a product manager, you may view events as largely tactical and time-consuming endeavors. Beyond that, you may loathe being stuck in a trade show booth taking on a sales role that’s not entirely comfortable for you. But the truth is that events aren’t just a sales and marketing tactic. They can and should be a strategic part of your market research—a way to glean feedback from your market as much as they are a place to push your message. Rethinking the Role of Events While some product managers have a sales background, most don’t. And when you’re put into a trade show environment, your focus suddenly becomes delivering leads. Maybe your sales people lure prospects in with a good pitch and then expect you to continue the conversation—maybe even close the sale. Frankly, a lot of product folks aren’t good at this. Ultimately, you may be wasting your time manning a booth when you could be making events more beneficial to your team, your company and even your prospective customers. So, what can we do to rethink event support and create events that actually benefit the product team? Here’s a start. 1. Talk […]
Blog
Choosing and Maximizing Events
In a recent webinar presented by Mike Belsito, co-founder of Industry: The Product Conference, Mike delved into the topic of product people attending events. While it might seem counterintuitive, conferences, seminars and even networking events can offer a huge opportunity for those who work in product marketing and management. But how do...
In a recent webinar presented by Mike Belsito, co-founder of Industry: The Product Conference, Mike delved into the topic of product people attending events. While it might seem counterintuitive, conferences, seminars and even networking events can offer a huge opportunity for those who work in product marketing and management. But how do...
Article
Ask the Experts: How can I measure sales enablement, public launches and customer happiness?
                    Ideally, you want to tie everything you do back to its impact on one of the following three business goals: profitable revenue growth, customer retention, and awareness and perceptions. But it can be challenging to find direct links from specific marketing activities...
                    Ideally, you want to tie everything you do back to its impact on one of the following three business goals: profitable revenue growth, customer retention, and awareness and perceptions. But it can be challenging to find direct links from specific marketing activities...
Blog
Find Your Competitor’s Achilles Heel: Post-Sale Questions for Customers
By Sean Campbell Competitors’ customers are treasure troves of insight. Not only can they tell you how satisfied they are with the competitor’s product or service, they can also clue you in about why they picked the competitor in the first place. In other words, you may learn why you missed out...
By Sean Campbell Competitors’ customers are treasure troves of insight. Not only can they tell you how satisfied they are with the competitor’s product or service, they can also clue you in about why they picked the competitor in the first place. In other words, you may learn why you missed out...
Blog
How One Executive’s New Product Ignited Revenue Growth
As the CEO of Sales Benchmark Index (SBI), I work with a lot of great clients to help them achieve sales success at their companies. One such client, Marc Osofsky, the senior vice president and general manager at Lionbridge Technologies, faced a unique challenge. He was tasked with growing revenue by...
As the CEO of Sales Benchmark Index (SBI), I work with a lot of great clients to help them achieve sales success at their companies. One such client, Marc Osofsky, the senior vice president and general manager at Lionbridge Technologies, faced a unique challenge. He was tasked with growing revenue by...
Blog
2 Ways to Get Sales to Actually Use Your Content
By Kelsey Loughman Seventy percent of product marketers measure the success of product launches by tracking revenue impact. However, in a complex B2B sales cycle, there are 10 to 20 steps between launching a new product and closing new business, and product marketers support every one of these crucial touch points. But when it comes to driving...
By Kelsey Loughman Seventy percent of product marketers measure the success of product launches by tracking revenue impact. However, in a complex B2B sales cycle, there are 10 to 20 steps between launching a new product and closing new business, and product marketers support every one of these crucial touch points. But when it comes to driving...
Article
Selling: It Takes an Ecosystem
A solid buyer persona is like a pot of gold to a salesperson or marketer. It becomes an intelligent cheat sheet.
A solid buyer persona is like a pot of gold to a salesperson or marketer. It becomes an intelligent cheat sheet.
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