Hey marketing and sales leaders, it’s that time of year again. You’re getting ready for the big annual event for your sales organization. You’ve got a lot of announcements to make. There will be some new training. You’ve picked a keynote speaker. And, even though you won’t be bringing back the dancing bears, you’re determined to make a bigger splash this year than last. That’s all great. But there’s one thing to ask yourself before … [Continue reading]
Sales Enablement
When sales thinks marketing is useless – and what to do about it
It came up in conversation at a recent industry event. I was listening to a seasoned sales professional describe the daily struggle to break into new accounts, so I asked about the support he gets from marketing. He said his technology company spends a lot of money on marketing. Yet, everything the marketing department gives him in terms of sales support is – in his words – “worthless”. It’s a trillion dollar problem. Unfortunately, his … [Continue reading]