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Your Guide to Improving CRM ROI

Posted by Rebecca Spary on 9/5/17 11:00 AM

Have you implemented a customer relationship management (CRM) solution at your company but you’re struggling to realize the sales performance benefits? You’re not alone! In fact, studies have shown that 30% - 60% of CRM implementation projects fail (C5 Insight). That’s a very scary statistic! Especially when you consider how expensive and complex a typical CRM implementation can be. 

Additionally, 66% of expected CRM benefits remain unused/unrealized (CloudApps). A traditional sales approach with a CRM solution tacked on will not suddenly convert your sales team into perfect digital content management or provide you with the sales and marketing alignment of your dreams! 

Which is why, we’re offering insights into how to get the most out of your CRM software investment, and drive sales success.

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Topics: Sales Enablement, Integrations, Customer Relationship Management

Top Tips for Successful Lead Generation in Industrial Manufacturing

Posted by Rebecca Spary on 6/13/17 11:00 AM

Industrial manufacturing is in need of a change. The industry is constantly under pressure to improve plant productivity, meet evolving customer demands, and stay competitive in an innovative environment. 

Landing new business can be difficult for manufacturing, especially when your competition has long-standing relationships with their vendors and customers (MarketingV2, 2015), which is why we’ve collected these tips to help drive successful lead generation for industrial manufacturers.

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Topics: Sales Enablement, Sales and Marketing Alignment, Manufacturing

Infographic: 9 Sales Lessons Every Sales Professional Should Know

Posted by Rebecca Spary on 6/6/17 11:00 AM

Being a sales professional is a job like no other. You control your own destiny and your success is often a direct result of your efforts. However, the role isn’t an easy one. Sales pros have to work in a high-pressure environment complete with long hours, a complex sales process, intense customers, and demanding managers.

In sales, there will always be face-palm moments and things to stress out over. But we wanted to share these lessons with you in the hope of saving you a couple of headaches and heartbreaks.

We've put together an infographic featuring the 9 of the best lessons and pieces of advice that every sales professional should know.

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Topics: Sales Enablement, Sales, Sales Training

Why Marketers Need Sales Enablement

Posted by Rebecca Spary on 5/9/17 11:00 AM

Sales enablement is the process of providing sales teams with the right content, knowledge, and skills for every buyer interaction. However, just because it’s a “sales” tool that doesn’t mean that it’s a sales-only tool. Today we’re exploring why sales enablement is an important tool for marketing, and how they can utilize it to help create and deliver coordinated messages throughout the buyer’s journey.

By now we’ve all heard about the importance of improved sales and marketing alignment, and the need for a comprehensive view of the buyer decision journey, these are just a few of the things that can be accomplished with the help of a complete sales enablement platform.

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Topics: Sales Enablement, Marketing

The Four Step Model for Digital Sales Content Success

Posted by Rebecca Spary on 4/4/17 11:00 AM

Digital content marketing is growing exponentially; creating an avalanche of valuable digital content for sales teams to use throughout the sales process… the only problem is that they aren’t using this content.

While Sales and Marketing alignment may be at the root of this problem, there are many underlying issues leading to these disappointing content utilization statistics. A 4-step model may hold the answers to unlocking successful digital sales content enablement.

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Topics: Sales Enablement, Digital Content, Content Management

Tips for Successful Tradeshow Lead Generation and Nurturing

Posted by Rebecca Spary on 3/28/17 11:00 AM

For years now tradeshows have been a top B2B sales and marketing tool. Tradeshows are industry-specific exhibitions designed to showcase new products or services, and innovations in the industry. (Entrepreneur.com). There are thousands of tradeshows hosted every year, in locations all around the world, ranging in size, scale, and theme.

In a survey, 92% of tradeshow visitors stated that they attend tradeshows to “see what’s new in the industry”, with the majority of attendees visiting one show per year (SageWorld, 2015).

Tradeshows are a top sales tool because they’re an excellent way to connect with current customers and to reach out to potential buyers, helping organizations to grow their businesses. An overwhelming majority of exhibitors, 99%, see the unique value in utilizing B2B tradeshows as a marketing channel (TSNN, 2013).

Tradeshow audiences continue to grow year over year offering a unique opportunity for lead generation (Statista, 2016). Today’s blog will examine how exhibitors can adapt their tradeshow sales and marketing strategies to improve lead generation, capturing, and nurturing!

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Topics: Sales Enablement, Sales, Tradeshows

Spring Training: Revitalize Your Sales Training Strategy

Posted by Rebecca Spary on 2/28/17 11:00 AM

It’s time for spring training, and no I’m not talking about America’s past time, I’m talking about sales training!

This week we’ll look at some sales training statistics that explain the importance of efficiently training your sales professionals. We’ll also be analyzing the effectiveness of traditional sales training strategies and how sales enablement can help to revitalize your training and improve effectiveness.

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Topics: Sales Enablement, Sales, Sales Training

How Sales and Marketing can Work Together to Drive Content Utilization!

Posted by Rebecca Spary on 2/21/17 11:00 AM

For years now we’ve been witnessing the battle between sales and marketing. As animosity brews over differing goals and strategies, it begins to effective business and productivity (B2B Marketing, 2017). One area that has been suffering for too long is content.

The reality is that a lack of sales and marketing alignment is creating barriers to successful content marketing. For example, it is estimated that between 60 – 70% of marketing content goes completely unused by sales (SiriusDecisions), and up to 75% of sales professionals state that they ‘occasionally’ or ‘never’ get what they need from marketing (Demand Metric, 2015). Which means that valuable content that could be used to help close deals and drive revenues, is just sitting there.

So, how can sales and marketing turn this around and drive stronger content utilization?

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Topics: Sales Enablement, Sales and Marketing Alignment, Digital Content

2017 Trends: The Future of Sales Enablement

Posted by Rebecca Spary on 12/27/16 11:00 AM

It’s the time of year where we make our predictions for what the year ahead will bring us. We all know that sales and marketing never remain static for long, as trends develop, buyer’s needs change, and technology progresses, sellers and marketers need to be prepared and educated. In our blog mini-series we’ll be covering trends affecting sales and marketing in 2017.

We’ve written in the past about the importance of sales enablement technology for streamlining business operations, enhancing the buyer journey, and improving digital marketing content. This technology will continue to grow in prominence in the upcoming year as more organizations begin to recognize the benefits and multiple functions of sales enablement (MarTech Advisors, 2016).

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Topics: Sales Enablement, Sales

2017 Trends: Driving Sales and Marketing Alignment

Posted by Rebecca Spary on 12/20/16 11:00 AM

2017 is nearly upon us, especially for those of us who still haven’t finished our Christmas shopping! But we’re not here to talk about me; we’re here to talk about trends in the world of sales and marketing. In our new blog mini-series we’ll be discussing important trends affecting sales and marketing in 2017, and how we can prepare to succeed in the New Year.

Today we’ll be talking about the importance of sales and marketing alignment for the upcoming year. Aligning these two departments is an ongoing problem for many organizations, when these two departments are misaligned it can cause a significant loss in productivity, resources and revenue.

When sales and marketing are constantly blaming one another for the lack of leads and sales, it can create a hostile environment where it becomes impossible for either department to succeed.

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Topics: Sales Enablement, Sales and Marketing Alignment