This is a guest post by Richard McMunn

Are you trying to find leads that will eventually become customers or are you trying to find leads that sales will accept and pursue? The groups are not necessarily identical: sales might like leads from big companies where a deal would be large even if the probability of success is low; or they may prefer small deals that will close quickly; or they might accept marginal leads physically near existing accounts. Chances are it’s a mix of all those considerations and more.

Can you really have too much of a good thing? Well, if it is dark chocolate maybe not, but if it is content, especially content developed to close sales, the answer quite often is yes!

The marketing world is awash in content and when things are not working as they should our default reaction is – more content! It’s not more content that matters, it’s the right content, put in the right context that can be the game changer.

by Phyllis Shabad

Your mastery of marketing strategy is enviable. Wide-ranging knowledge of how to align “old-school” insight with current social media marketing tools has stamped you as a trusted thought leader within and without. To your company, you are the solid partner who builds a culture of marketing execution for all channels, and to your external clients, you’ve earned a reputation as the practical and creative idea generator who always finds the needle in the marketing haystack when no one else can or does.

By Jerry Rackley

Demand Metric recently completed a benchmarking study on Sales Enablement, which yielded some insights and best practices for Sales Enablement. In this post, I want to share what the study revealed about what this function does.