Sales Alignment

Blog
Does an Increase in Awareness Really Increase Revenue?
I was challenged to demonstrate the causal relationship between generating awareness and revenue. Intuitively, I believe the relationship to be related, but I didn’t have sufficient data to prove it. I searched for a report or other research that could help satisfy my intellectual curiosity. I found anecdotal evidence, but none that passed any scientific rigor. Maybe my search terms were wrong.
I was challenged to demonstrate the causal relationship between generating awareness and revenue. Intuitively, I believe the relationship to be related, but I didn’t have sufficient data to prove it. I searched for a report or other research that could help satisfy my intellectual curiosity. I found anecdotal evidence, but none that passed any scientific rigor. Maybe my search terms were wrong.
Article
What the Heck Is Sales Readiness Anyway?
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
Article
Mapping Your Sales Tools to the Customer Journey
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
Article
2 Personas + 1 Buyer Journey: How to Align Sales and Marketing Around the Buyer’s Needs
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
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...
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