5 Sales Closing Techniques

5 Sales Closing Techniques

by Michael Brenner on Oct 7, 2010 in Sales Alignment

With all of the discussion here on content marketing, I thought it made sense to bring in a sales perspective and guidance to the site. The following excerpt is important to sales and comes from my former colleague, Rob Krekstein.  I have been a student of selling and sales management for more than twenty years, and I […]

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The New Marketing Accountability

The New Marketing Accountability

by Michael Brenner on Oct 5, 2010 in Demand Generation

The most popular posts on B2B Marketing Insider over the last few weeks have a common theme: accountability and The Role of B2B Marketing . You can review both How To Align Marketing With Sales and Marketing Leads: Quality Vs. Quantity for more detail on the emerging need for marketing to drive real sales and to quantify efforts. […]

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How To Align Marketing With Sales

How To Align Marketing With Sales

by Michael Brenner on Sep 30, 2010 in Sales Alignment

This is arguably the single most important topic for marketing: how to align with sales. If you are asking if we need to align with sales, go find a new profession. If you think marketing is much more important than sales, update your resume. If you think marketing objectives are about something other than sales, […]

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Integrate Social Media Into Your Marketing Mix

Integrate Social Media Into Your Marketing Mix

by Michael Brenner on Sep 28, 2010 in Social Media

As a results-oriented marketer you want to only deploy your precious time and budget into marketing programs that work. At the same time, you know that social media has changed the marketing landscape: shouting to prospects with endless email offers may produce leads but you’re worried about the longer term implications to your market. You […]

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The 4 Cs of Social Media

The 4 Cs of Social Media

by Michael Brenner on Sep 15, 2010 in Social Media

Social media is a paradox: it is the physical representation of a revolution in the  way consumers obtain (and create) information. At the same time, it is just another marketing channel. The reason I believe marketers are so confused about social media is because of this paradox. And the reaction of many is to rush into […]

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Social Media and The Brand

Social Media and The Brand

by Michael Brenner on Sep 9, 2010 in Social Media

There has been a lot of discussion lately about Social Media and Branding. Brands are valuable assets that companies create, nurture and maintain with great care, right? But how do you measure brand value in the social age? And what role do marketers play in cultivating the brand and maintaining some level of consistency in our brand […]

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