This time of year the web is overloaded with posts about resolutions, trends and goals. While I considered keeping quiet for a change and staying out of the fray, in the end I decided to continue my …
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Six classic principles of B2B marketing that still matter
The old saying, “Don’t reinvent the wheel,” continues to carry a lot of wisdom. After all, wheels have been around for millennia and haven’t really changed much for one important reason: because they …
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Building one team to drive revenue for your organization
Peter and I started this Bridging the Sales and Marketing Divide series a few weeks ago to get to the bottom of the persistent misalignment between sales and marketing teams and come up with some …
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Creating sales-ready collateral that moves buyers along their journey
Sales teams often find marketing collateral impractical or unsuited to the sales process. Marketing teams, on the other hand, struggle to understand why sales won’t use what they’ve made and are …
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Aligning sales and marketing for better lead management
Sales and marketing teams often disagree about what constitutes a qualified lead. Marketing may prioritize volume and engagement metrics, while sales focus on buyer readiness and closeable deals. The …
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Solving the messaging disconnect between sales and marketing
There are practical reasons why sales and marketing occupy their own different worlds. They have different jobs to do, even if both are ultimately about making a company’s offerings compelling …
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