Category Archives: Sales and Marketing Alignment

By Falon Fatemi Nearly all sales organizations struggle to accurately define their total addressable market (TAM) – the total annual revenue an organization can achieve with 100 percent market share. Usually, when calculating this number, sales and marketing executives take one of … Continue reading →

By Peter Gillett Conventional thinking says it’s marketing’s job to generate leads…so why have salespeople in the booth at a trade show? Here’s why. Today, with digital media, social media, and Web meetings, prospects and customers can hide behind the Internet. The days … Continue reading →

By David Keane Sales reps today face a harsh reality: they spend 13 hours each week either looking for the right content for a prospect or creating marketing collateral for an upcoming meeting (EMI Industry Intelligence Report) – and as … Continue reading →