By Jerry Rackley
Editor’s Note: This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.
By Julie Zisman, head of marketing, Showpad
On April 3, 2014 we participated in the Demand Metric Virtual Summit: Sales Enablement for Success. For our event session, we partnered with Matthew Penzone at Infraredx. He identified three areas where he could empower the sales organization by using Showpad.
1. Dealing with a hyper-educated buyer in a highly regulated industry
2. Showcasing sophisticated content in a short window
3. Pushing content to market faster in an easy way.
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 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.
By Jerry Rackley
Editor’s Note: This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.
By Jerry Rackley
Editor’s Note: This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.
Jennifer Kling, product marketing manager at CallidusCloud, a titanium sponsor of the upcoming Sales Enablement Virtual Summit. We asked Jennifer to share her thoughts on Sales Enablement:
By Clare Price
In the now classic baseball film, Field of Dreams, the mysterious voice kept repeating, “If You Build It, They Will Come.” Eventually Kevin Costner, probably sick to death of that nagging voice, did build the baseball field in his corn field and the legendary baseball teams did show up to play.
