What Commercial Executives Say Is Holding Back Inside Sales FollowFollow Adoption of Inside Sales is growing 15x faster than field sales and the balance between the two is expected to move towards a 50/50 equilibrium in the coming years. A development that has most...
If sales and marketing work best in teams, why are they split into different functions? FollowFollow Separate sales and marketing functions has been the standard organizing principle for the commercial organisation since they first came to light. Sales would sell and...
How BTB Marketing can make themselves indispensable to Sales FollowFollow Marketing and Sales collaboration is called the “trillion-dollar problem” due to the immense impact of the lack of alignment between the two functions. In some organizations, the relationship is...
The New Imperative For Salesforce Development FollowFollow Current meeting and travel restrictions are changing more than the way B2B companies sell (from field sales heavy to mixed used of digital, virtual, and face-to-face interactions). It is creating a new...
6 essentials for the new B2B Lead Engine FollowFollow Led by the emerging breed of SaaS companies, a new blueprint for B2B lead generation has emerged over the past decade, significantly outperforming the old on volume, quality and cost per lead. Best-in-class...
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