David Dodd

Passing the Baton Without Missing a Step- Sales Enablement, Part 3

This is the third of three posts that are discussing the role that marketing plays in helping the sales team sell - what is...

Create Content that Helps Sales Reps Sell – Sales Enablement, Part 2

Business buyers do not distinguish between marketing and sales activities. From the buyer's perspective, there is one problem-solving process that may result in a...

Why Sales Enablement Matters More than Ever

In most B2B companies, your success as a marketer depends to a significant extent on your ability to help the sales team sell. By...

Kill the Friction Gremlins to Accelerate Buying Decisions

In a recent survey by CSO Insights, almost three out of four respondents (73%) said that their average sales cycle for new customers requires...

Why Sales Winners Win (And What It Means for Marketers)

Last month, the RAIN Group, a respected sales training and consulting firm, published a research report titled What Sales Winners Do Differently. The report...

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