Sales Enablement

Whenever we are to research anything about improving sales or marketing processes, it is virtually impossible to escape the unavoidable “creating better alignment between marketing and sales”. Sales enablement is a process that allows for sales to gain access to the necessary information, content and tools that will increase effective selling.

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There is a great deal of change within the B2B marketing landscape and we are all aware that these changes happen fast. The greatest forces of change are the buyers and their buying habits. It is therefore of great importance for B2B marketers to know what the expected trends will be for 2017 and subsequent years. If you know what to watch out for you will also know how to adjust your marketing habits .

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A while ago I (Managing Partner at spotONvision) spoke to Lisa Redekop. Lisa’s Global Head of Sales Academy, Learning & Enablement at Thomson Reuters. Lisa leads the global sales enablement team within marketing, that is responsible for, delivering customer focused and sales-ready relevant programs, materials and tools to increasement sales effectiveness and productivity. Lisa supports around 4,000 sales staff and 250 sales managers. In an interview, Lisa gives her vision on what it takes to develop successful sales enablement programs

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Lack of proper lead management and lead nurturing causes sales to lose leads marketing has painstakingly gathered. We try, sales tries but we just cannot close the deal. Why? Because we speak a different language.

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