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Want to get along better with sales? Find a way to work together.
Right now, it seems that the gap between sales and marketing is mostly papered over with technology. For example, the trend towards creating a closed-loop lead generation and nurturing process between...
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We need an app for that
I’ve been working on a report for ITSMA clients this week about analytics and it got me thinking about the proverbial bigger picture of B2B marketing. We know from our research that we in marketing...
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Four reasons to stop measuring marketing
It’s time to declare marketing metrics a failure once and for all. ITSMA research has long showed that when we do it at all, we do it poorly. It’s difficult to parse out the contribution that marketing...
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The information gap between marketing and sales—and how to fill it
I’m hearing a lot from clients and researchers about how vast swaths of salespeople need to be eliminated as companies transition from selling products to services and solutions. The estimates range...
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Should sales enablement be owned by sales rather than marketing?
I’m wondering if it’s time to take sales enablement away from marketing. What do I mean by sales enablement? I heard a great definition from my former ITSMA colleague Jeff Sands the other day: Sales...
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Why Can’t Companies Be More Like the Iroquois?
English: Flag of the Iroquois Confederacy, Hiawatha Belt Français : Drapeau de la Confédération Iroquoise (Photo credit: Wikipedia) If ever there was a cooperative organization that had less reason to...
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