In a recent article, Forrester Research notes that the goal of social-to-sales efforts should be “to see how well social is driving customers toward the actions that create value for your company,” as opposed to just collecting Likes, Followers or +1s. Whereas the early days of social marketing were little more than eyeball-grabbing techniques, today’s […]
Does your current business intelligence (BI) solution really support your business processes by enabling you and your team to draw intelligence and actionable insights from marketing and sales activity? For most organizations the answer is “No”, making the “BI” moniker a bit ironic. Most organizations struggle with reporting typically because, the reporting solution is hard […]
The Ultimate Guide to the New Buyer’s Journey – Part 1: What is the New Buyer’s Journey? We’ve all seen the stats from Gartner and Forrester by 2020, more than 80% of the buying process will occur without any direct human-to-human interaction. As a result, organizations need to rethink their customer engagement strategy. This means […]
Type “cold calling is dead” into a basic Google search and you receive over 50,000,000 search results. Many of which are provocative thought pieces around the shift in buying behavior and how technology has made the cold call obsolete. I agree that cold calling has forever changed, but it certainly is NOT dead. Even in […]
If you haven’t yet heard the newest buzzword in Sales and Marketing, be prepared to hear it a lot in 2014. So, what is Digital Sales Coverage? Before we define it, I find it helpful to think through the changes in commercial models that led us to Digital Sales Coverage. (2009 – 2010) – The […]
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