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Value-Based Selling Achieves Results: Now, How to Achieve VBS?


Spring is finally starting to break through in the DC area, and I’m emerging from a runner’s hibernation in preparation for my spring and summer race schedule. This winter I faced a number of obstacles: an unusual amount of snow and particularly cold mornings, a nagging lower-back strain and a full travel schedule.

The Cloud … Snow(den)ed Over?

cloud security

Over the past several weeks, the headlines have been dominated by Edward Snowden and the NSA "scandal" (quotes added since I don’t intend to get into the politics of this polarizing issue). In case you missed it, Snowden, a contractor who worked with the NSA, admitted to disclosing classified information regarding NSA security programs that monitored phone calls and e-mail traffic. 

Data security has always been a concern for information technology leaders and these concerns are amplified with the move to cloud technology. From a technology sales and marketing perspective, the Snowden debacle raises a question that is worth considering: What impact will the recent news headlines have on the transition to cloud-based services?

Value and Insight: Key Building Blocks for Sales and Marketing Alignment

yin yang

Social media and new channels are shifting the balance of power in sales relationships, and many chief marketing officers (more than half, according to an IBM study) are ill-prepared to handle this shift.

But the challenges are not insurmountable. Companies that transform their sales and marketing alignment can take advantage of these changes—and increase market share and profits.

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