“Why should sales care about marketing automation?”   As the Director of Institutional Sales Operations at The Princeton Review and with 7+ years in the sales and marketing operations industry, this is a question I’ve been asked time and time again. I usually answer this question with a question: “Do you have large amounts of unqualified…

New year, new resolution: 2020 is the year your sales and marketing strategies will finally merge to help your business grow and win more customers. Many B2B companies still struggle to align their sales and marketing departments, some are not ready to embrace technological changes, some have very old processes and others are just too…

More often than not, there’s a divide between marketing and sales teams. For many companies, this just seems to be a fact of life. But why can’t marketing and sales get along? Usually, it’s because they aren’t really aligned.  Marketing and sales teams typically use separate processes, tools, and data, and they have different priorities….

Sales kickoff season is just around the corner for us here at Salesforce. Like many companies, the marketing team owns a significant portion of the agenda for our sales kickoff events. They own the product messaging, launch strategies, product enablement and big bets for the coming fiscal year. So naturally, marketing needs a strong presence…

No matter where you fit into your company — whether you’re a marketer driving leads, a sales leader responsible for quotas, or the CEO — you’re impacted by the efficiency of your company’s sales team.  When your sales team is armed with the right data, tools, and support, they’ll be able to make the most…

I’ve been working in sales operations for more than 4 years. I’ve seen this field become a hot commodity in part by how it helps collaboration between sales, marketing, and finance. A flood of new sales and marketing tools, and in turn a flood of new data, helps get this done. These tools are also…

It’s the nature of an SDR’s job to have a lot of prospecting ground to cover, and it’s often a challenge for them to be personable and build relationships when they’re interfacing with so many potential customers a day.  Yet, from a marketing perspective we know that forms of spam communication and generic content garners…