Tag Archives: sales

How Flow Science Helped Us Align Marketing and Sales

How Flow Science Helped Us Align Marketing and Sales

So many words have been written on marketing and sales alignment yet most marketing and sales teams remain misaligned. According to IDC, B2B companies’ failure to align sales and marketing teams around the right processes and technologies costs them more than 10 percent of revenue per year.

Continue reading...

How Martech Is Shifting the Sales and Marketing Relationship

How Martech Is Shifting the Sales and Marketing Relationship

For decades, sales and marketing departments have been famously disconnected. Historically, these teams have been separate and siloed, each with different goals and metrics and, often, little understanding about the other’s efforts. However, this hurts businesses. In fact, experts say organizations with tightly aligned sales and marketing have higher customer

Continue reading...

How to Deliver Credible Marketing Pipeline Forecasts

How to Deliver Credible Marketing Pipeline Forecasts

Marketing owns the pipeline today. Not because sales is not performing, but rather because marketing owns most of the customer lifecycle touchpoints.  In “The 4 Factors Defining Marketing’s Future,” we identified one of the biggest challenges facing marketers: the inability to deliver credible forward-looking marketing-generated pipeline forecasts.

Continue reading...

How Bad Data is Ruining Sales and Marketing Forecasts (And What to Do About It)

How Bad Data is Ruining Sales and Marketing Forecasts (And What to Do About It)

Bad data costs the United States more than $3 trillion per year according to the “Data Doc,” Thomas C. Redmond. In a Harvard Business Review (HBR) article published in 2016, he explained it this way, “salespeople waste time dealing with erred prospect data; service delivery people waste time correcting flawed

Continue reading...