A sales development playbook documents everything your team needs to generate, qualify, nurture and close leads, including processes, cultural values, … [Read more...] about Why you need to test your sales playbook before taking it to the field
Companies over invest in marketing technology. Why? Because it’s the easiest thing to do. Strategy is hard. Integrating marketing and sales is hard. … [Read more...] about The MarTech stack is important—but not till your ducks are all in a row
By Eric Rotkow, Managing Director, Founder, Zee Jay DigitalMarketing has their tools. Sales has theirs. The enterprise is full of technology designed … [Read more...] about Your 2020 Imperative: Unify key performance metrics, after all, you have all the tech you need to do it
You read that headline correctly. Sales doesn’t need more leads. They need fewer leads—or more accurately, fewer raw, unfiltered, … [Read more...] about Why your sales force needs fewer leads
About half of the articles I read about the productivity of workers working from home make it sound like it’s the greatest thing since sliced bread. … [Read more...] about Working from Home: Virtual Meetings, Inertia and Bullies
Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my … [Read more...] about Is it Fraudulent to Spend Money on Lead Gen Without an ROI?