Training your marketers does little to help them generate leads that are more 'acceptable' to Sales, nor does increasing the training of your salespeople improve their ability to close. If this is the case, why bother investing in training at all? In this week's blog, Hugh explains why investing heavily in training for Sales and Marketing does deliver benefits, but not where you'd expect. Get your copy of our 2014 Sales and Marketing Alignment Report
If the probability of closing a marketing lead is 28% higher for companies that let their marketers change their CRM stages, and 88% higher if those new stages are buyer stages not seller stages, why do only 24% of marketers make this change? In this blog, Hugh explains the Buyer's Journey - a phrase he coined in 2003 when he wrote The Leaky Funnel - and makes concrete suggestions about how to name the lead and opportunity stages in your CRM and Marketing Automation Platform.