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Account based marketing looks poised to take 2016 by storm. A huge resurgence across 2015 shows no signs of stopping, and many are racing to adopt the right tactics across their ABM endeavors.

Knowing when and how to use account based marketing effectively across the sales process means understanding why it works, and how it differs from other digital sales content strategies.

Today’s article explores the need-to-know reasons why account based marketing is worth using across the sales process.

It’s no secret that sales teams avoid much of the digital content that marketing teams are putting out. There are many reasons for this, but the bigger challenge is that sales reps are spending time creating content instead of focusing on selling, and time spent selling has been declining since 1998.

However, the content that sales teams do create is used more, liked more, and better meets the needs of sales reps in the field.

Today’s article will make a positive case for when sales reps should in fact be creating content, and how to make sure that content creation is done right for maximum impact across the sales process.

Content marketing adoption is pretty universal amongst marketers all over the world, yet as more marketers continue to adopt these strategies, a major challenge continues to permeate the B2B world as sales reps struggle to accommodate the explosive growth of digital content marketing.

Today we explore the trends and challenges of digital content marketing for the sales team.

Sales and marketing alignment is a hot topic in 2016, but as marketers continue to create digital content marketing material that doesn't directly support the sales process, friction is added to the sales cycle and sales reps are left creating their own digital content over time.

Today's infographic  helps you understand the reasons why sales and markeitng alignment is a must have for business success in both sales and marketing. 

In a recent article explaining the top 5 components of any sales stack, we listed CRM as the #1 sales stack technology for any sales process. In 2014 CRM adoption among sales organizations was above 83%, a near 100% increase from just 10 years prior.

But as small businesses (<$50 million revenue) begin to adopt CRM in mass, many lose sight of the fact that CRM is a holistic solution that enables the customer-focused value chain, not a point solution.  Those who fail to appreciate the investment as a broader sales architecture shift are also destined to squander ROI, experience fleeting adoption rates, and induce greater friction for those left using it.

Why should you care? Although business use has been rising, adoption by sales reps has now started to decline! Today we examine the implementation of CRM and offer best practices to ensure your CRM investment sees a measurable return.

Trade shows have been a top B2B marketing strategy. While the economics of trade shows experienced a decline during the 2008 financial crisis, rebounding interest and strong growth among exhibitors is sparking new discussions into trade-show lead generation.

Today we examine the current state, opportunities, and challenges of trade shows, and lay a framework for discussion around trade show lead generation and sales acceleration practices.

Today we’re expanding on our 'bad habits' topic by putting marketing under the microscope and analyzing 3 bad habits of the marketing department and how sales enablement can help to break them.

 For many of your customers, sales reps are the face of your company.  Making sure that they put the right foot forward is not only a reflection of your company, it can also make or break a sale. This week we’ve compiled a list of the top 5 bad habits of sales reps and how sales enablement can help fix them.

Earlier we discussed 4 ways to successfully achieve sales and marketing alignment (in case you missed it, you can find that post here). Achieving total sales and marketing alignment doesn’t happen overnight. Once alignment begins, many face the challenge of determining who owns the planning process, and which department has the final decision-making power.

Are you experiencing your sales and marketing teams fighting like cats and dogs? Then you might want to listen up! This week we’re discussing the best ways to create sales and marketing alignment.