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How much money should your business be spending on Marketing? 26 Aug 2013 | 04:22 am
B2B Marketing's core role is to generate leads that convert to revenue. Therefore, it's self evident that investing in marketing is important to your business growth. Well quite. But exactly how much ...
How to use sales rep scorecards to drive sales performance 19 Aug 2013 | 04:11 am
I'm very pleased to be able to share another must-read guest article from the ever-insightful Swayne Hill of Data-Driven Sales Management. If you're looking for reliable ways to drive sales performanc...
6 Key Skillsets B2B Marketing Managers Need in Their Team 12 Aug 2013 | 04:45 am
With the shift to inbound or pull marketing well underway, there is also a shift in the marketing skillsets required to get the job done. What skillsets do marketing managers need in their team? read...
How to generate B2B marketing content 9 Aug 2013 | 06:28 am
What is the best way to gather and generate new content for white papers, blogs, videos, presentations or other marketing collateral and tactics? We got inside the heads of two leading content gener.....
Maximising The Propose To Close Ratio 5 Aug 2013 | 04:52 am
Many selling organisations are submitting an increasing number of proposals, in the hope that this will lead to an increased number of sales. But, proposals don’t always close. So, how can you fix a l...
Why you need to find your market’s pain point 1 Aug 2013 | 04:23 am
If a prospect has a need, they may be willing to spend time with you. On the other hand, if they have a problem, they may then be willing to actually spend money… But how do you identify which is whic...
New research shows 80% of Marketers have marketing analytics...and why this sucks! 29 Jul 2013 | 06:01 am
Almost 80% of marketers have some form of marketing analytics. But only just over a third of marketers are able to use all this beautiful, juicy data to gain any insight into the effectiveness of thei...
How to create unforgettable PowerPoint presentations 25 Jul 2013 | 04:37 am
As marketers, we use PowerPoint presentations at multiple points in the buyer’s journey. PowerPoint is therefore an undeniably powerful marketing tool. Yet, how many times have you walked away from so...
3 out of 4 companies are taking the wrong approach to sales coaching 22 Jul 2013 | 04:54 am
The latest research from CSO insights suggest that 3 out of 4 companies are taking the wrong approach to sales coaching - an approach that is clearly holding back both individual rep performance and o...
B2B Complex Sales: why sales people should NEVER demo their product 15 Jul 2013 | 09:38 am
Have you ever been on the receiving end of a product demo that seems to go on interminably until you feel that you have lost the will to live? Ever felt that the sales person is simply lobbing feature...
