Influencing a business buyer is not easy. Research by Gartner shows that the B2B buying process continues to change drastically. Moreover, it turns out that the difficulty is not so much in sales, but more in the challenge for a buyer to buy something. This is due to the complexity of the decision-makers (DMU). And […] Read more
Tiffani Bova, Salesforce, talks with Shimon Ben Ayoun about customer experience and outlines her view on what teamwork between marketing and sales should look like. Get ready for some bold statements! […] Read more
Tiffani Bova is a growth and innovation evangelist at Sales- force, one of world’s leading tech companies. Tiffani sets out a new, proven framework for business leaders looking to pursue growth. She claims that there are only ten growth paths and she focuses on the mental game of growing business. […] Read more
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. […] Read more
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 […] Read more
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. […] Read more
