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May 25 2011   9:25AM GMT

Driving the Relationship Between Sales and Marketing

EmNichs Emily Nichols Profile: EmNichs

Driving Sales and Marketing Alignment
Every B2B sales organization we know generates monthly or quarterly forecasts. In our most recent pipeline/forecast survey, we observed that most organizations continue to struggle with forecast accuracy and have seen little improvement from prior surveys.  [Read full story at Sirius Decisions]


Four Reasons Why Funnels Are a Marketer’s Best Friend
Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. Yes, messaging, segmentation, branding, and numerous other considerations are extremely important. But no tool can impact financial performance for marketing as much as a funnel.   [Read full story at B2B Lead Blog]


The Importance of Outside-In, B2B Marketing
As I browse B2B websites, I’m struck by a very common mistake I see over and over. I estimate as many as 9 out of 10 companies think Inside Out today. Inside-Out means they look at buyers through the lens of the business.  [Read full story at Post-Click Marketing]

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