5 Sales Alignment Misfires and How to Avoid Them

Contributed by Lisa Dennis Getting Sales Enablement right isn’t a sure thing. There are many different views of what it should and should not be. Expert advice abounds – as well as expert definitions. Two good definitions that carry a lot of weight in the technology space are IDC’s: Getting the right information into the…

Cracking the Code on Customer Interviews

Contributed by John Mansour In B2B, the ultimate goal of interviewing target customers, existing customers included, is to align your organization (top to bottom) with the needs of your customer organizations (also top to bottom) to ensure you’re consistently delivering value where it matters most. But all too often, customer interviews never get beyond the users…