Sales Enablement and the Hybrid Sales Model

By David Mills
on February 25, 2022

How sales enablement can support hybrid sales.

In 2021, almost one-third of outside salespeople transitioned to inside sales - permanently. But as the pandemic restrictions ease, a new kind of sales is emerging. It's the hybrid sales model in which sales teams use the best of virtual and in-person skills to become more efficient and meet new customer expectations of speed and convenience.

The missing ingredient? Sales enablement fueled by Sales and Marketing Alignment - a big part of which is driven by shifting priorities in the marketing focus.

The Hidden Costs of Sales and Marketing Alignment Systems

By David Mills
on February 24, 2022

Get the benefits of sales and marketing alignment without surprise costs

Alignment is a critical part of building revenue, that's why sales and marketing leaders, along with CFOs and RevOps teams, include an alignment system in their plan. While the benefits are appealing (reports of 30% revenue growth are pretty common following an effective alignment), they simply have to outweigh the costs, so you've got to nail them both down.

The bigger question should focus on whether the effort is really worth the cost.

The Questions Tell the Sales Alignment Story

By David Mills
on February 07, 2022

The questions your website answers shows the status of your sales and marketing alignment

Your prospects have questions that either move them forward toward a "yes", or hold them back. Some of those questions are posed directly to sales, but others lie under the surface or are only shared inside the buying committee. The way you address those questions tells the whole story about the status of your marketing and sales alignment - are you still living in a world of isolated silos or is the team working together for growth?

Symptoms of Poor Marketing and Sales Alignment

By David Mills
on February 07, 2022

How do you know if poor marketing and sales alignment is the root of slower sales, weaker revenues, and missed growth goals?

It's easy to place blame on sales or marketing teams when things don't go as planned. But more often than not, it's not a personality or performance problem- it's the lack of alignment.

Are Marketing and Sales the Odd Couple in Your Business?

By David Mills
on February 07, 2022

Lip service marketing and sales alignment can lead to reduced growth

They do make strange companions. One is seasoned by thousands of customer conversations, while the other is focused on the latest digital communication tools. Alignment pairs the marketer who is just now mastering the details of the product or service, and the salesperson who knows every way to slice the product and solve a long list of customer challenges. The idea that they need to be aligned in the same workplace when they have different goals, different levels of experience, a language unique to each group, and even distinct pipelines can raise some eyebrows or lead to lip-service alignment.