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Blog

How to Align Sales & Marketing

I’ve had the ‘importance of sales and marketing alignment’ conversation with a lot of professionals. Everyone agrees there’s usually a gap between departments and it’s important to address; but the disconnect is something most companies choose to live...

Using Content to Qualify Leads

Marketing should be producing MQL’s ready to talk about budgets, requirements and timelines. The best way to get the leads to that level of maturity is to design a content strategy based on an Ideal Company...

Using Content to Shape Requirements

By the time an opportunity engages sales, they've usually developed a checklist of requirements. Your offering will be measured by how well your solution and company meets those requirements. Where did these requirements come from? They came...

Marketing from the Middle

I speak to a lot of Small Businesses who want to grow. They’ve heard of ‘Demand Generation’ or ‘Marketing Automation’ and are considering investing in sales and marketing initiatives to reach revenue goals. They start looking...