Consultative selling To be successful in complex B2B sales, you absolutely, positively must become an expert in consultative selling techniques. Your buyer has been empowered by a mouse, a keyboard, and nearly boundless online resources. She’s a mere Google search away from learning about your company, your products, and your services – as well as those of your competitors. Thanks to the internet, some buyers may already feel that they […]
Swiftpage to acquire SalesLogix and Sage ACT!
Sage announced today that they have reached an agreement to sell it’s non-integrated CRM products, Sage ACT! and Saleslogix, to Swiftpage. Sage will focus on core solutions; this sale does not include SageCRM. Swiftpage is a long-time partner with Sage; their Swiftpage email subscription-model service is rebranded as Sage eMarketing and integrated as a paid, connected service. As an UK organization focused on accounting and ERP systems, Sage never quite meshed the ACT!/Saleslogix […]
Sales and Marketing Alignment for Fun and Profit
Sales and Marketing Alignment According to an Aberdeen study, companies with strong sales and marketing alignment achieve 20% more in annual revenue, while companies that don’t realize a 4% decline. That’s a huge gap, but one that’s easily fixable: Sales and Marketing share goals to close sales. At HubSpot, a rapidly growing marketing software company, Sales and Marketing don’t just share the same goals – they share the same space. The […]
As big a disaster as Nemo? Nearly.
Yesterday morning I had165 blog articles. This morning I had zero. Over two and a half years of effort in writing CRM, email marketing, and inbound marketing articles – the foundation of our content marketing and customer resources – just gone. The morning started with a dire warning that three feet of snow and 75 MPH gusts are barreling down on us. Our governor issued an executive order to close all […]