The original intent of Account Based Marketing (ABM) was to align marketing and sales, and it’s served its purpose as a launching point for getting organizations to recognize that alignment is critical for a successful go-to-market strategy. But does it really foster alignment? As organizations implement ABM strategies, some of …

Product marketing professionals find themselves as the lynchpin between Product, Marketing, and Sales. However, most functions are notorious for not investing enough time in supporting sales efforts. Sure, they are effective at product launches and using feature/benefit language, but they often fall short when it comes to effectively enabling their …

We’re a quarter of the way into 2017, and if you’re looking around for ways to make a bigger impact across your sales enablement efforts, it’s time to consider calling in technology reinforcements. As sales enablement—both the discipline and technology—continues to take hold in organizations large and small, we’re seeing …

For any fast-growing sales organization that’s hiring or acquiring, nothing’s more important than assuring rapid ramp-up. There are many elements that go into ramping-up new salespeople successfully. Here are just a few for which you’ll need to equip your salespeople: Product knowledge (product families, product benefits, configuration, pricing) Company knowledge (internal experts, …