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B2B Enterprises Falling Far Short in Front-Line Sales Enablement - MarketingCharts

B2B Enterprises Falling Far Short in Front-Line Sales Enablement - MarketingCharts | The MarTech Digest | Scoop.it
From www.marketingcharts.com - November 15, 2013 4:31 AM

Excerpt...


B2B enterprises are failing to provide adequate support to their front-line sales forces, finds the CMO Council [download page] in an audit of 230 senior senior marketing executives conducted in Q3. One of the biggest deficiencies pertains to real-time delivery of sales intelligence and breaking news, with fewer than 1 in 10 definitively agreeing that their current customer information system acquires and delivers real-time account-related news, social insights and customer-related developments to the sales organization.

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Marteq's insight:

GADZOOKS, this is friggin' horrible! If we can't deliver the right content at the right time to Sales, then we're failing! Where's that functionality?

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Reps Say They’re Left Out of the Sales Content Development Process - MarketingCharts | #TheMarketingAutomationAlert

Reps Say They’re Left Out of the Sales Content Development Process - MarketingCharts | #TheMarketingAutomationAlert | The MarTech Digest | Scoop.it
From www.marketingcharts.com - October 31, 2013 5:08 AM

A lack of alignment between sales and marketing is hurting sales reps, many of whom are being left out of the content development process and forced to create their own materials, finds Brainshark in survey results released today. 7 in 10 sales reps responding to the survey indicated that they get sales materials from marketing, but 42% of those say that they’re “rarely” or “never” have a hand in the development process. Overall, reps claimed to be creating from scratch about half of the materials they use.

 

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Marteq's insight:

You have to realize that the sponsor of the study benefits from the lack of content control by a company. Having said that, are you at all surprised by these results?


What I'd like to see is the split between MA and non-MA users.

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Alia Goral's curator insight, October 28, 2014 4:15 PM

Discusses the lack of communication between the sales force and the marketings and how it is affecting business negatively. 
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In Content Marketing, 'People Buy on Emotion and Rationalize With Logic' Is a Mistake (Pt. 2) - Profs | #TheMarketingAutomationAlert

In Content Marketing, 'People Buy on Emotion and Rationalize With Logic' Is a Mistake (Pt. 2) - Profs | #TheMarketingAutomationAlert | The MarTech Digest | Scoop.it
From www.marketingprofs.com - August 20, 2013 9:52 AM
Content - In Part 1, we began the examination of how emotion and logic operate in the buying cycle, and we covered what sort of content to produce for the Awareness stage. ...
Marteq's insight:

The author took the table from Part 1 and added to it so that all you need to comprehend the concept is this graphic. Superb! You definitely want to bookmark and forward for consumption. Stuff like this just doesn't get any better. Take this graphic, copy/paste/enlarge/post to all walls.


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  • iNeoMarketing drives more revenue and opportunities for B2B companies using marketing technologies. Contact us! 
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