Why you need to find your market’s pain point

If a prospect has a need, they may be willing to spend time with you. But that’s probably all they’ll really end up spending. On the other hand, if they have a problem – that is; too much of a bad thing or too little of a good thing – they may then be willing […]

New research shows 80% of Marketers have marketing analytics…and why this sucks!

jjkkAlmostAlmost 80% of Almost 80%Almost 80%Almost 80% of marketers have some form of marketing analytics. In fact, almost 40% claim to have vast or significant quantities of marketing data, according to MarketingSherpa in their publication, The 2013 Marketing Analytics Benchmarking Report. But…and it’s a huge but…only just over a third of marketers are able to […]

How to create unforgettable PowerPoint presentations

  By Inka Wibowo As marketers, we use PowerPoint presentations at multiple points in the buyer’s journey – as digital assets on Slideshare to position with prospective buyers, and in sales meetings with prospects. We also use them internally to train others, and to report on campaign progress. It’s a tool that we use to communicate, and to […]

3 out of 4 companies are taking the wrong approach to sales coaching

As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders – and I can’t recall any of them ever disagreeing with the principle that effective sales coaching is an absolutely critical skill for first-line sales management. But the latest research from CSO insights suggest that 3 out […]

B2B Complex Sales: why sales people should NEVER demo their product

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 after feature at you, desperately hoping that that at least one of them will be of […]

How to align your B2B marketing to your buyers’ journey

A common lament of marketing teams is that they often find themselves acting as a service desk to the sales team. In B2B marketing, it is a consistent dilemma. Marketers are often asked to run an event, advertise a product or produce giveaways to support a sales campaign. There may be merit in trying to […]

How measurement can align Marketing and Sales

According to our benchmark study of 1,400 businesses, one in three of them places alignment between the sales department and the marketing department as the No. 1 priority. Measurement makes a surprising contribution. The study, conducted by align.me in co-operation with United States-based online publishing company MarketingProfs.com, showed that those businesses which had achieved marketing-sales […]