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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

The Evolution To A Holistic Sales Enablement System

By Craig Nelson, Founder and Principal, Sales Enablement Group In my previous Demanding Views column, I talked about delivering on the promise of sales enablement (SE). This installment will continue on the topic of SE, with a focus on mapping out the sales enablement lifecycle from a process and tools…

10 Ways Sales Benefits From Marketing Automation

By Chris Hardeman, VP of Sales, Act-On Software            Sales runs on high-octane fuel that consists of intelligence and time. When you know who to call, when to call them, what to listen for and what to say, you close more deals.

Is The CMO The Problem?

By Adam Needles, Chief Strategy Officer, ANNUITAS A recent CEB Marketing Leadership Council study noted, "[W]e see B2B companies looking to apply process rigor, automation and performance measurement tools across the full demand side of their businesses, just as they did to the supply side of their business in the…

Boost Your Content Marketing Engine with Curation

By Michael Gerard, CMO, Curata  Marketing’s desire to increase the quantity and quality of sales-ready leads has never been stronger than it is right now. However, the days of relying solely upon outbound marketing (e.g., traditional advertising channels, cold calls, snail mail) are long gone.

Valuation Strategies: Avoiding the Awkward Proposal

By Terry Arnold, VP, Contact Center Solutions, Harte-Hanks Demand generation is not without its challenges. A difficult economy has led to an elongated B2B sales cycle. Buying processes have slowed, producing more no-decisions from buyers. Both sales and marketing leaders are working collaboratively to speed up slow-moving deals and get…

Small Data Vs. Big Data — What's Better In Marketing?

by Zorian Rotenberg,VP of Marketing, InsightSquared “Big Data” is the latest example of how a shiny new concept can become the toast of the town. Big Data has been heralded by many as the new competitive advantage for smart companies. Like many buzz-generating concepts that seem to pop up overnight, Big Data…
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