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Pre-call planning is one of the most important parts of a sales rep’s day. However, it's especially tough if you have to struggle to find important information about your prospects, or relevant pieces of sales content. Also, the challenge of working across departments, (sales and marketing alignment anyone?), only makes the pre-call planning process more complex. 

The problems that take shape throughout the pre-call planning process start to consume more and more valuable selling time – something today's busy sales reps can’t spare.

Our new infographic explores 5 reasons to conduct pre-call planning and how to improve them!  

Renewed interest in account based marketing (ABM) with integrated sales and marketing automation technologies has sparked a wave of personalized digital content innovation.

ABM is no longer a strategy reserved for major enterprises, many are now applying ABM across their sales process for a variety of client types.

Today’s article concludes our mini-series on ABM with examples of ABM in a B2B digital sales process.

Although account based marketing has shown promising returns, like any marketing program, it isn’t without its risks and drawbacks.

Understanding the challenges of account based marketing implementation enables marketing and sales to mitigate unnecessary friction and maximize ROI from the initiative.

Today’s article explores the top 5 problems with account based marketing.

As interest in account based marketing continues to reach new heights in 2016, businesses are racing to adopt the right set of strategies needed to integrate ABM into their digital sales process.

The benefits of ABM are clear, and those already mapping buyer personas and creating digital sales content for inbound lead generation are best positioned to implement an ABM strategy.

The challenge with ABM is trying to apply a completely new approach to a strategy (content marketing) that many are still wrapping their heads around.

Today’s article explains when and why you should implement an account based marketing strategy.  

This week we’re taking an introductory approach in analyzing the sales playbook. If you haven’t heard of a sales playbook or aren’t using one yet, this blog will certainly be of interest to you.

You’ve just been assigned to a new role – you’re the new Sales Executive of a profitable Sales enterprise and you’ve got a sales team that’s not on target or quota. Sales are slipping. The team is discouraged and miserable, and to add insult to injury, your best sales rep has resigned last week and two more are off sick. What’s been going on here? You feel panicked and are hopeless and haven’t got a game plan of how to lift the team out of their rut. First, stop the panic. Most sales execs have faced these issues, and in the end have turned out real champions and leaders of their teams.