- Christine
- April 6th, 2013
- Forbes Blog
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.
- Christine
- November 10th, 2012
- Forbes Blog
We’re waking up from a daze that started when marketing results became increasingly unreliable and change whacked us in the head and flipped decades of established marketing and sales practices upside-down. Lori Wizdo also noted that buyers expect a personal touch yet sales departments are still pushing products instead of building relationships. As a result 50 percent of sales don’t meet their quotas and only three percent of customers feel their interactions with sales are meaningful....
Read the complete post on Forbes.
- Christine
- September 29th, 2012
- Forbes Blog
The adage says that it’s cheaper to keep a customer than to acquire a new one. Nevertheless, companies routinely don’t focus on “the customer” or on how the relationship is going. It’s often not until the customer complains or a quarter-end sales opportunity is identified that the state of the relationship is investigated.....
Read the complete post on Forbes.
- Christine
- March 3rd, 2012
- Crandell's Corner
I'm presenting a session about embracing Buyers’ Journey during DemandCon, taking place in San Francisco during March 5-7, 2012.
Click through to see more details...
- Christine
- August 28th, 2011
- Crandell's Corner
Salesforce's DreamForce event is being held in San Francisco this week and I'm going. Equipped with a much sought after Press Pass, I'm attending, for the first time, as a blogger for Forbes. I'm on a Quest.
The Quest is to understand how IT vendors help companies discover and align to their Buyers Journey. Do vendors understand this transformation and what products support sales and marketing in understanding their target markets' Buyers Journeys?
