Marketers are finding it increasingly difficult to stand out and differentiate from the crowds.
Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)
At any given time only a tiny percentage of your prospect universe is open to hearing your sales story (where the prospect has identified a need and is willing to listen to "why you"). So leading with a traditional sales approach will yield sub-par results in the great majority of interactions. I have received thousands … Continue reading Marketing as an insight generation machine