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For b2b marketers, there are a few certainties in life: death, taxes and sales collateral. Every company needs brochures, sales sheets, product slicks, tri-folds, bi-folds and more. When worked in marketing at AutoTrader.com, we had an 800-person sales force all over the country, so as you can imagine we had to create a ton of collateral. It got pretty expensive to print and ship those materials to our reps, but we always… Read More
— This classic scene from Office Space always makes me think about the everyday challenges we have with technology at work. Several years back, AutoTrader.com had a technology problem. We had hundreds of sales reps all across the country, but we didn’t have a good way to get them sales materials they needed to do their job. So we set up a company “shared drive” to distribute collateral, contracts and presentations. The… Read More
Earlier this week, I posted a blog about the importance of sales and marketing working together entitled Think the Sales Team Doesn’t Get It? Maybe It’s You. For this next post, I want to share the sales perspective on that topic. Here’s a great post from Drew Prante, PGi’s Director of Ecommerce Sales. Drew and I work closely together to make sure there’s alignment between sales and marketing. Please welcome Drew to… Read More
I just got back from PGi’s annual sales meeting. It was a great event and got me thinking about the importance of having a strong partnership between sales and marketing. Back in 2007, I started working on the b2b marketing team at AutoTrader.com. At the time, there was a big wall between the sales and marketing organizations. We would sit in our corporate office, look out at our sales team and say,… Read More
single-minded proposition 
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