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Sales and Marketing Alignment

In Unpredictable Times, How Do You Predict Revenue? Hint: You Need to Know Who’s In-Market.

It is no secret Sales and Marketing are still misaligned when it comes to measuring what matters — and it’s affecting companies’ ability to generate predictable revenue. 6sense’s research has shown more than 80% of B2B companies fail to exceed revenue goals. While adopting account-based engagement practices can help teams perform better, it did not outright guarantee success. At the center of this challenge is the need for Sales and Marketing to use rich, accurate data to better align their goals and direct their efforts.…

Did You Know These Three Reasons Your Lead Nurturing Isn’t Working?

You’ve cleaned your Sales pipeline, primed your Marketing team, and gotten everyone off to a running start. So, why aren’t your leads converting? Are you refining your lead nurturing process? If you’re losing out on qualified leads, despite a clean pipeline, that’s a red flag that your lead nurturing isn’t working, and it’s time to find out why. Here are three reasons why your lead nurturing might not be delivering results. Poor Communication It takes an average of ten, some say as much as 15 or more, touches with…

The ‘Fearless Marketer’ Captures The Essence of the Marketo Nation Summit 2018

Another Marketo Nation Summit 2018 has come to pass, and what a spectacular event it was!  Themed “The Fearless Marketer”, this year’s conference oozed with innovation from Marketo, partners, exhibitors and attendees. The theme, “The Fearless Marketer”, was a perfect choice as it truly captures the essence of Marketo’s competitive advantage in the marketplace.  The marketing powerhouse is currently focused on these four key areas, which were echoed throughout the Summit:  The Engagement Platform; Sales and Marketing…

Interview with David Elkington, CEO and Founder, InsideSales.com

"The real innovation would come from the way people aggregate and classify data – and the volume and sources of that data." Tell us about your role at InsideSales.com and how you got here. What inspired you to start the company? As the founder and CEO of InsideSales.com, my job is to create a vision, to inspire and to represent the brand and the culture of the organization. I'm also responsible for making sure we're operationally efficient and disrupting our industry in a way that is meaningful to our customers.…