I attended a thought-provoking BMA dinner with a small group of senior-level marketers last night. One CMO in attendance bemoaned the fact that the greatest marketing tactics in the world simply weren’t moving the dial when it came to convincing one of their key segments – heads of procurement – to purchase their solution. In response to this statement, the peers in the room nodded in violent agreement, asking almost in unison how you reach this very unique audience via traditional marketing tools — advertising, glossy brochures, or social media to name a few.
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At SAVO, we’re committed to our customers’ success, which is why we love hearing them talk about the results they’ve seen.  In this clip, Brad Rinklin, VP of Marketing at Akamai, talks about replacing an existing sales portal with SAVO, the resulting increase in sales productivity, and Akamai’s  incremental sales growth.
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Chris Koch is the Director of Research and Thought Leadership for ITSMA, the IT Services Marketing Association. Dedicated to making B2B technology marketers better, Chris dives into topics such as social media and the C-suite, the shift from marketing to publishing, and corporate blogging.
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I recently read an article on Next Generation CMO entitled Social Marketing means the end of Sales Enablement?. The author asks – With so much information at the fingertips of buyers and easy ways for buyers to proactively interact with potential vendors, what is the role of the sales rep? I was happy to see that the general consensus among many of the readers was a resounding “Even more of a need for Sales Enablement!”
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“The consumer isn’t a moron; she is your wife. You insult her intelligence if you assume that a mere slogan and a few vapid adjectives will persuade her to buy anything. She wants all the information you can give her.” – David Ogilvy
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