How Your Sales Team Can Leverage Marketing Content To Close More Leads

Sales team members often find themselves getting the short end of the stick. Though they’re expected to hit rigorous sales quotas, they often have little control over the quality of leads being sent to them from marketing – or any influence over the buyer journey at all, up until the very end.

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Future Role of Sales in the Life Sciences

Those of us who have been sales professionals in the life sciences industry for the past ten years know how drastically the role has changed in that short amount of time. Before digital marketing and online ordering centers, the role of the salesperson was to inform potential clients about their products and how these products were needed to improve their work operations with the hopes of booking an order.

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Many Leaders Don’t Value Marketing: Why?

I was having lunch with Jen Pike, founder of Rockethouse Consulting, when we began lamenting a somewhat popular point of view among a segment of executives — that marketers don’t matter anymore. There are many arguments we’ve heard: “the CEO is the Chief Marketer,” “every employee is a marketer,” “marketing wastes money,” “I see no value in marketing,” “marketing is all luck so why spend money on it,” and so on.
Pike has an interesting perspective on why she believes this is wrong. Below are some highlights from the discussion.

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Getting the Most Out of Your Sales Organization: Effectiveness vs. Efficiency

The sales team is the life force of every business. If it’s a healthy team, the business will thrive and grow, but if the sales team is weak and not united in their efforts, the business will without a doubt suffer in the long-term.

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The Real World: Marketing & Sales Alignment

This is the true story…of two organizational functions…picked to share an office (work together)…and produce results…to find out what happens…when marketing and sales stop pointing fingers…and start getting aligned…The Real World: Marketing & Sales Alignment

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The Problem With Saying ‘Customer Experience Is Everyone’s Job’

Have you ever noticed if you don’t make something official and you assume someone will take care of it, it never gets done? That’s my view on customer experience. When we say “customer experience is everyone’s job,” and it’s technically not, the customer experience will get lost.

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