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B2B Sales and Marketing Integration

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Join #B2BChat on Twitter every Thursday at 8:00 PM EasternLast week Danny Hanssel (@dannyhanssel) us as the guest moderator and leader for #B2Bchat. Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing.

As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. The variety of responses and the disagreements among participants on reporting structures, aligning goals and the best approach to training is its own additional insight into each of the questions. Clearly, sales and marketing have a long way to go in order to be fully aligned if marketers can’t even agree on the best approach! [Read more…]

Connecting Thought Leadership to Sales

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perfectly aligned

Perfect alignment

Chris Koch’s most recent headline really caught my attention: Three Ways to Link Marketing to Revenue without Metrics. Beyond a great headline, he has great advice for marketers to ensure content and thought leadership is tightly connected to sales.

Here are Chris’s three key points:

  • Connect ideas to offerings: tell a story that extends from vision to implementation
  • Use ideas to attract and nurture leads
  • Train salespeople to use and talk about ideas

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