Sales and Marketing Alignment Begins With Your Customer

50 percent of B2B sales staff keep missing their quotas. It’s a problem as old as business itself.  The culprit, according to sales, is the quality and volume of leads from marketing. The marketing department may be quick to snap back that sales is ignoring their leads or not trying hard enough to close them.  When the squabbling causes the revenue pipeline to become even more unpredictable, that gets the CEO’s attention..... Read the full article on Forbes.

Customer Experience: Is It The Chicken or Egg?

Companies are starting to see the light. They are embracing the principles that Apple, Google, and Philips Electronics have been advocating for a long time – differentiate yourself based on the experience you deliver to customers; not on the products you sell. According to a CEI Survey, 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. These statistics highlight the magnitude of the growth opportunity before us. What if you just increased the percentage of consistently happy customers by 5%?.... Read the full article on Forbes.

Is Your 2013 Planning a Budget Battle? Try Something New – Preference Marketing

It’s budget season for most companies and a key part of the process is balancing revenue targets with investment levels. We all know how the story plays out; it’s always a fight leaving all involved bruised and sore with a good amount of lost trust. Oddly, people wonder why Sales and Marketing don’t get along? The irony is that both Sales and Marketing are wrong..... Read the complete post on Forbes.

What Does Trust Have To Do With Anything?

Ever been in a meeting where everyone seems to get along swimmingly? But the longer you sit there you start to get a sense that a play act is going on. The friendly banter is contrived, double entrendres abound, the proselytizers are taking turns, and the conversation doesn’t hit on the core reason for the meeting. It doesn’t matter if you’re in an uptight ‘suits’ or ‘jeans and t-shirt’ environment, company cultures these days suffer from a serious malaise. The lack of trust at all levels is at epidemic portions. I venture that few of you really trust your boss or cube farm neighbors.... Read the complete post on Forbes.