Sales force compensation is the largest marketing investment for most B2B companies. In fact, U.S. companies spend over $800 billion on it each year. Traditionally, sales teams have been incentivized a bit differently than the rest of employees. They are on the front lines talking to customers, battling to bring in revenue for your company. Their efforts have been quantified based on the revenue they bring in. We often think of sales people as a different breed of employees: competitive, driven, and motivated by money. Continue reading →
Sales and marketing are inherently connected. The sales team relies on content and lead generation from marketing and the marketing team needs sales people to carry out marketing strategies. They both share the same overall goal: to increase revenue for the company. The challenge is to align the sales and marketing departments so that they can efficiently work towards that goal.
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Most leads aren’t sales-ready when you first contact them. Lead nurturing is a process through which you can maintain a relationship with those leads, track them, and develop them into sales-ready leads rather than letting them go cold.
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Is your sales team spending too much time reaching out to prospects, with little to no success in closing the deal? There’s nothing more disappointing than wasting time chasing after a prospect via phone, email, or other means of communication only to find out that they’re not interested, don’t have the budget, or have no need for your product. As frustrating as this is for the sales team, think about the impact it’s having on your organization’s bottom line. Continue reading →