How to Create Meaningful Conversations with Effective Lead Routing

How many times have you been at a big-box store, looking for help finding a certain product, and getting bounced from one sales associate to another? Here’s a story that is all too common: your home WiFi router stopped working and you have just enough of a lunch break to run to a big-box store…

3 Key Things Marketers Can Do to Empower Sales to Close Deals Faster

Anyone who’s anyone in the martech space these days knows that sales and marketing alignment is not only a hot topic, but a goal that marketers everywhere are striving for. It’s been proven that organizations who are effectively integrating marketing and sales functions see a significant lift in revenue—and whether you’re in sales or marketing,…

3 Ways Sales Teams Can Sell More with Marketing Automation

Despite its name, marketing automation is definitely not just for marketing teams — it’s a key tool for sales teams, as well. After all, the results of marketing automation can impact everything from the timing of the overall sales process to the content of individual sales calls and emails. The results of marketing automation are,…

How Sales Teams Can Sell More with Marketing Automation

When you hear marketing automation, these words probably come to mind: Drip campaigns Triggered emails Personalized messaging Artificial intelligence Dynamic content Those are all common terms associated with marketing automation, but unfortunately, many companies still overlook one key concept: Marketing automation is also for sales teams. We think of it this way: “For sales, marketing…

How to Align Your Sales and Marketing Teams Around Revenue Growth

We all know that when sales and marketing teams are aligned around the common goal of revenue growth, they are able to act as a cohesive unit and work in lock-step. But for many B2B sales and marketing teams, this dream isn’t our reality. So what’s a B2B marketer on a quest for sales sand…

How to Arm Your Sales Team with the Power of Marketing Automation

The ability to build personalized customer journeys at scale has become table stakes for brands today. Customers simply expect it. In fact, 65% of B2B buyers are likely to switch brands if a company does not personalize communications to them (Salesforce, Fourth Annual “State of Marketing” report). Personalization is a powerful tool for today’s marketers,…

The Four P’s of Product Enablement (Part 2)

B2B marketers are always thinking about how to educate and empower their sales teams. In Part 1 of this series, we introduced the concept of the “Four P’s of Product Enablement” and talked about the first two P’s: Positioning and Pitch. Positioning in regards to product enablement simply means turning your external product marketing message…