Tag Archives: IDC
The Moment of Truth for Sales
The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. [...]
Posted in B2B marketing, Sales 2.0, SiriusDecisions, buyer behavior, inside sales, lead generation, telesales
Also tagged B2B marketing, field sales, Forrester, hybrid sales, inside sales, McKinsey, SaaS, sales, sales conversation
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Destructive B2B Sales Practices
New research from McKinsey & Company identifies destructive sales practices and more positively, what customers want from B2B sales organizations.
There are a number of considerations for B2B sales organizations to fix these issues. However there a number of challenges to overcome.
Posted in Sales 2.0, buyer behavior, outbound marketing, sales, sales enablement
Also tagged B2B sales, Buyer 2.0, CSO Insights, McKinsey, Sales 2.0, sales and marketing alignment
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Is Marketing in for a Soft Landing?
Record high commodity prices, the subprime debacle, a bust in the US residential housing market, stockmarkets in a downward spiral – is this the harbinger for marketing cuts? A recent survey of marketers by IDC indicates a mild slowdown. IDC released its results of a survey of 40 tech marketers who figure an average marketing [...]
Posted in Uncategorized
Also tagged BtoB Magazine, CRM, new media, online media, the Economist
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