We talk a lot about “the voice of the customer” (VOC) but most of us have no idea what it sounds like. The VOC is…
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I recently had coffee with the CMO of a European technology company, and he quickly disclosed his frustration that the company seemed to be losing…
Personas are vital to the success of a product and of a sales effort. A persona – a somewhat fictional character that personifies the ideal…
Mass marketing - email blasts personalized with the prospect’s name, interactive voice response systems, chatbots, digital payments, artificial intelligence, Big Data – all are important…
The final blog post in our series on bridging the gap between marketing and sales gives advice on how to tackle case studies and ensure…
Bridging the Gap Between Marketing and Sales – Part 4: Winning with Win/Loss Studies This fourth post in our series on bridging the gap between…
This third post in our series on bridging the gap between marketing and sales discusses ways to leverage customer-facing content. By presenting content in a…
The first post in this series tackled the topic of sales enablement. In this second installment, we look at ways marketing can accelerate the buying…
Marketing and sales teams often find themselves at loggerheads, due to different timelines, expectations and measures of success. This is the first in a series…