Many business-to-business (B2B) companies see sales and marketing as the same thing, or as two teams that do the same or similar things. This is a healthy view for making sure...

There are companies with great sales teams. And there are companies with great marketing functions. But it's a rare company that has great sales, and great marketing, AND grea...

There's a growing need for B2B sales and marketing teams to work well together.  Here are 3 practical ways to make it happen.   

 Lisa Shepherd, was recently interviewed by Salesforce.com about her latest book, The Radical Sales Shift. The interview covered a lot of territory so we are going to go over ...

Since the launch of The Radical Sales Shift, we’ve been publishing the twenty lessons on the Mezzanine Blog. The lesson in this post is Lesson Twelve: Success Starts At The To...

Many B2B companies sell through distributors and know the relationships they have with them are key to increasing revenues. However, what most B2B companies don’t do a great j...

Revenues missing target? Here's one simple way to make your salespeople more successful.

Investing in marketing is a great way to boost revenues. But some companies fail at turning marketing into sales because they miss a few vital steps. Based on my experience wo...