How CMO's Can Drive Sales Transformation

Posted by Stephen Diorio on Apr 17, 2015 2:04:00 AM

This is a guest post by Stephen Diorio, a Partner in Profitable Channels and the author of the book “Beyond e: Twelve Ways Technology is Transforming Sales and Marketing Strategy” as seen on Forbes Insights.


The sales profession is going through a transformation. Social, mobile, and digital media are helping buyers become better informed and raising their expectations. And the purchase process has become longer and more complex. These forces are making selling more costly, collaborative, and consultative according to Joe Galvin, who is Chief Research Officer of the MHI Research Institute. It's common knowledge there more people are involved in the decision. But our research shows that more importantly, a rising number of sales resources are now involved in complex opportunities. This results in a creeping increase in cost of sales and makes collaboration even more critical.”

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Effective Marketing Content

Posted by Sarah Sizemore on Apr 14, 2015 1:06:00 AM

The use of effective marketing content leads to increased sales productivity. Today, most customers that sales reps face are educated buyers. These customers consume whitepapers, case studies, product collateral and reviews before they meet with a sales rep for the first time. Due to their pre-meeting preparation, educated buyers expect their exchange with a sales rep to entice them with unique ideas they haven’t yet seen and solutions relevant to their company’s success. In fact, most customers expect the sales reps they meet with to be experts, equipped with all relevant product information. To compete with the educated buyer and increase sales productivity, it is pertinent that sales reps be equipped with effective and informative marketing content.

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Customer-Centric Selling

Posted by Sarah Sizemore on Apr 9, 2015 10:26:59 AM


In today’s market, sales reps compete for customers’ attention and time. Prospects’ schedules have become increasingly busy, giving reps limited time to pitch their value and product to move deals forward. In order to close deals and drive revenue, sales meetings must be productive and dynamic. So, how can you optimize your brief sales meetings to positively impact prospects and ultimately move conversations forward?

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Sell smarter and close faster with Showcases!

Posted by Linda Chen on Mar 24, 2015 8:31:39 AM

Last October, we overhauled our mobile apps and introduced Showcases. Today, we’re expanding upon Showcases with Showcase Insights, a powerful new way to understand what’s happening to content shared with prospects. Showcase Insights show you when your prospects have engaged with your content and tell you who is truly interested in the deal.

Better conversations with Showcase Insights

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Improve Content Management to Close More Deals

Posted by Sarah Sizemore on Mar 20, 2015 12:16:00 PM

The Content Struggle

Today, one of the biggest pain points between marketing and sales in B2B companies is what we refer to as the “content struggle”. Content marketing is a tactic widely used today, and marketers are now producing more content than ever before. Marketers are constantly pushing out content, but tactfully enabling sales teams to utilize this content poses quite the challenge. Why might this be?

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Organize Your Content for Better Sales Conversations

Posted by Maxim Baeten on Mar 4, 2015 2:17:00 AM

In Part 1 of this 2 part blog series, I described why creating good content is necessary to drive sales. In order to create great content, start with your buyer personas. If you’ve already been creating content in your company, now is the time to do an audit.

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