Putting a dollar-sign on B2B Marketing and Sales Alignment

Charles Besondy, President of Besondy Consulting & Interim Management, writes… We know misalignment of sales and marketing is present to some degree in nearly every company. Survey after survey tells us so, but can misalignment be quantified? Now there’s a simple way to measure the degree of alignment and calculate the costs. This 14-minute video […]

Hugh Macfarlane to present keynote at CRM Acceleration

February 21st, Melbourne, VIC, AU – align.me CEO & Founder, Hugh Macfarlane, has accepted an invitation from Sugar CRM to provide a keynote presentation at CRM Acceleration in Sydney and Melbourne this March. Hugh’s keynote will address ‘How to Make Your Funnel Flow Faster with SugarCRM.’ SugarCRM provides open source CRM software used by over […]

Why you need to protect existing client relationships

Eddie Smith, Founder of Sales Schematics Australia, writes… Increase your business with existing accounts Many companies make the mistake of concentrating too hard on winning new business instead of cultivating additional business with their existing clients. The matrix below explains the notion that selling existing products and services into existing relationships is the easiest sale to […]

Top 10 ‘must do’s’ to deliver quality leads

Chris Fell, Managing Director of g2m Solutions, writes… In the course of building your content marketing strategy, you will build a powerful, meaningful relationship with your target audience; one that is built on mutual respect and understanding. So what is content marketing? It means building valuable content that you give willingly to your contacts, leads, qualified prospects […]

How do you know your sales-effectiveness initiative is successful?

Christian Maurer, a Paris-based Consultant, Trainer and Coach, writes… Donal Daily’s Sales 2.0 Network blog says to include ‘non-revenue objectives’ when judging the success of sales-effectiveness initiatives. One example they use is, ‘better qualification or common sales language across the organisation’. They reason that revenue is a lagging indicator. This is especially the case for […]