Reframing Marketing's Partnership with Inside Sales for Stronger Sales-Marketing Alignment Sales-marketing alignment is no longer optional, it's a necessity for companies looking to optimize demand generation and revenue growth. While marketing is responsible for bringing leads into the funnel, it is sales’ job to convert leads into closed [...]
How Great Product Marketing and Market Research Create Sales-Marketing Alignment To impact the bottom of your funnel, you have to start before prospects ever reach the top. Effective targeting and positioning – key to aligning your Sales and Marketing team – are determined by upstream product marketing efforts [...]
Sales Development Guide to Reaching the Right Prospects and Uncovering Their Pain Points By Davis Tull, Director of Sales Development Sales development teams spend a lot of time trying to catch a prospect’s attention – but are you devoting as much effort to keeping their attention? To be [...]
Marketers Aren’t Involving Sales Teams in Demand Generation – and It’s Costing Both Teams Opportunities In a survey of over 200 marketers in B2B technology industries, BlueWhale Research uncovered an expensive mistake most organizations are making: a missed opportunity for effective demand generation. Over half (58.1%) of Sales [...]
Why BANT is Bad for Business – and How You Should Qualify Leads Instead By Chris Isham, Co-Founder and Chief Revenue Officer In theory, BANT sounds like a great way to tell if leads are qualified. In practice, BANT causes you to push people out of your funnel [...]
Focus Your Demand Generation Strategy on the Right Titles By Danielle Azzara, Chief Experience Officer While demand generation has changed dramatically in the last several years, one thing that hasn’t changed for everyone is the focus on “decision maker” titles. We still hear from some of our customers [...]
Beginner’s Guide to Developing Your ICP By Chris Isham, Co-Founder and Chief Revenue Officer Creating an ideal customer profile for outbound marketing tactics might seem like a very easy task, i.e., “I sell lead generation programs, therefore I need to target marketers.” The reality of the situation is [...]