Reading List – Middle of August 2010

“Been there, sold that” – Marketing to CMOs can be a tricky proposition, but a little listening and a lot of knowledge go a long way (Kate Maddox, BtoB Magazine; August 16, 2010)

“Is Your Sales Experience Valuable to Buyers?” (John Cousineau; August 13, 2010)

“Forrester and IDC think Sales Enablement is a Big Deal … and We Agree!” (Tom Pisello; August 15, 2010)

“What Is “Sales Enablement” And How Did Forrester Go About Defining It?” (Scott Santucci; August 14, 2010)

“Rise of the Sales Operations Function” (Michael Gerard, VP for IDC’s Sales Advisory Practice; July 27, 2010)

“Where Sales Reps Go Wrong” –

“The “most destructive” failures of business-to-business sales reps are too much contact with customers (35%) and inadequate product knowledge (20%), a McKinsey survey of sales targets indicates. […]” (McKinsey & Company; June 21, 2010)

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