I just finished a great research brief “Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment”, from Peter Ostrow and Trip Kucera of the Aberdeen Group. In it they make some excellent points around the value of having a Sales Enablement process to better align Marketing and Sales. The relationship between B2B marketing and sales teams is more than just about leads and lead management….
In the latest 2012 Executive Job Market Intelligence Report from ExecuNet, (July 2012), they reported that “CEO’s continue to wrestle with economic uncertainty while searching for ways to boost performance, retain top management talent and deliver results to shareholders. So, what exactly, is keeping chief executives incredibly busy by day and awake at night? Top line growth. The pursuit of new revenue streams, the development…
I wanted to get back to this discussion because it impacts so many organizations. This isn’t a new problem, it is one that has existed for decades and there are no clear signs of remission despite many efforts to find a cure. One of the problems clearly is in how the two entities, Sales and Marketing, identify themselves and what they believe their mission is….
Living through some of the most economically challenging times that any of us have ever faced, we are constantly reminded of the fact that we need to be resourceful in coming up with ways to increase business without increasing the cost of obtaining that business. However, current research shows that, if anything, we are doing worse not better. The findings of a recent report, based…