Dell’s enterprise B2B sales strategy in 2025 is built on three structural pillars: a tiered partner ecosystem, a direct enterprise sales motion anchored to long-cycle relationship selling, and a portfolio approach that bundles infrastructure, services, and AI-adjacent solutions into multi-year commercial agreements. The result is a go-to-market model that prioritises contract value and retention over…
Increasing B2B sales is not primarily a sales problem. It is a market coverage problem. Most B2B companies spend the majority of their time and budget chasing buyers who are already in-market, already aware, and already comparing options. That is a fine strategy for protecting existing share. It is a poor strategy for growing it….
B2B sales leadership in Latin America requires a fundamentally different operating model than most international companies deploy. The region is not a single market. It is a collection of distinct economies, regulatory environments, buyer cultures, and sales cycles that punish anyone who treats it like a scaled-down version of North America or Europe. Companies that…
Sales enablement marketing is the work that bridges the gap between what marketing produces and what sales actually uses. It covers the content, tools, messaging frameworks, and processes that help salespeople have better conversations, move deals forward, and close more revenue. Done well, it is one of the highest-ROI activities a marketing team can run….
Sales and marketing alignment fails not because people lack goodwill, but because the structure works against them. When two functions are measured differently, funded separately, and report through different leadership chains, friction is not a cultural problem. It is a design feature. Fixing it requires more than a shared Slack channel or a weekly sync….
B2B content experience describes how buyers perceive, interact with, and move through the content a company produces across the buying cycle. When it works, content builds enough credibility and context that buyers arrive at a sales conversation already oriented. When it fails, buyers disengage quietly and the sales team never knows why. Most B2B content…
GTM strategy and sales motion fail to align when the people who build the go-to-market plan and the people who execute the sale are operating from different assumptions about the buyer. That gap, more than any messaging problem or budget shortfall, is where revenue quietly disappears. Closing it requires more than a shared Slack channel…
Sales and marketing alignment is the degree to which both functions share goals, data, language, and accountability across the customer acquisition process. When it works, pipelines move faster, conversion rates improve, and revenue becomes more predictable. When it doesn’t, you get duplicated effort, wasted budget, and two teams blaming each other for the same missed…
The sales and marketing efficiency ratio measures how much revenue a business generates for every dollar spent on sales and marketing combined. Calculated by dividing new revenue by total sales and marketing costs over the same period, it tells you whether your go-to-market engine is getting more efficient as you scale, or quietly becoming more…
The Gartner CSO and Sales Leader Conference is one of the most concentrated gatherings of senior commercial thinking in the calendar. It brings together chief sales officers, revenue leaders, and marketing executives to examine how go-to-market models are evolving, where buying behaviour is shifting, and what the data says about sales performance across industries. If…
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