All ITSMA Sales and Marketing Collaboration/Alignment Documents     

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The Five Stages of Solutions Maturity
Document Type: Update         Pub. Date: April 25, 2012        Ref. Number:  U0075
ITSMA’s 2012 State of the Marketing Profession Address
Document Type: Online Briefing         Pub. Date: January 27, 2012        Ref. Number:  OLB120125
IBM’s Institute for Business Value: How to Convert Thought Leadership Research Into Revenue
Document Type: Case Study         Pub. Date: January 16, 2012        Ref. Number:  CS0029
Four Stages to Full ABM Adoption
Document Type: Update         Pub. Date: January 3, 2012        Ref. Number:  U0074
How to Successfully Navigate the Four Stages of Lead Management Maturity
Document Type: Online Briefing         Pub. Date: December 2, 2011        Ref. Number:  OLB111201
B2B Services and Solutions Lead Management Benchmarks
Document Type: Benchmarking Study         Pub. Date: October 5, 2011        Ref. Number:  SV4582
Lead Generation High Performers: Lessons from the Best
Document Type: Online Briefing         Pub. Date: April 5, 2011        Ref. Number:  OLB110322
Xerox Global Services’ Competipedia: Using Social Media to Enable the Sales Force
Document Type: Case Study         Pub. Date: April 1, 2010        Ref. Number:  CS0023
Tackling the Primary Impact Points for Sales Enablement and Productivity
Document Type: Online Briefing         Pub. Date: March 23, 2010        Ref. Number:  OLB100316
ITSMA’s 2010 State of the Profession Address
Document Type: Online Briefing        Abbreviated Summary Available Pub. Date: February 1, 2010        Ref. Number:  OLB100126
Sales Enablement Practices and Trends: Increasing Marketing’s Impact
Document Type: Benchmarking Study         Pub. Date: November 6, 2009        Ref. Number:  SV4575
How Customers Choose Solution Providers, 2009: The Importance of Personalization, Epiphanies, and Social Media
Document Type: Focus Report        Abbreviated Summary Available Pub. Date: October 26, 2009        Ref. Number:  F016
How Customers Choose Solution Providers, Europe 2009: The Importance of Personalisation, Epiphanies, and Social Media
Document Type: Focus Report        Abbreviated Summary Available Pub. Date: October 25, 2009        Ref. Number:  F016EU
How Customers Choose Solution Providers, United States 2009: The Importance of Personalization, Epiphanies, and Social Media
Document Type: Focus Report        Abbreviated Summary Available Pub. Date:         Ref. Number:  F016US
Fujitsu Services: How to Use Segmentation to Prioritise Sales Opportunities
Document Type: Case Study         Pub. Date: July 24, 2009        Ref. Number:  CS0021
Improving Sales Effectiveness Through Guided Conversations: Xerox Global Services Tour
Document Type: Case Study         Pub. Date: July 22, 2009        Ref. Number:  CS0019
Where’s the Beef? Creating Value Propositions That Matter
Document Type: Update         Pub. Date: July 3, 2009        Ref. Number:  U0066
Four Steps to Improving Your Ability to Penetrate New Accounts
Document Type: Update         Pub. Date: June 23, 2009        Ref. Number:  U0065
Accelerate the Buying Process with Collaborative Account Planning
Document Type: Update         Pub. Date: May 8, 2009        Ref. Number:  U0064
ITSMA Account-Based Marketing Benchmarking Study
Document Type: Benchmarking Study         Pub. Date: April 1, 2009        Ref. Number:  B019
Generating Revenue in Tough Times: Better Thinking, Better Tactics
Document Type: Online Briefing         Pub. Date: February 27, 2009        Ref. Number:  OLB090225
The Epiphany Stage: The Missing Link in the Buying Process
Document Type: Update         Pub. Date: January 27, 2009        Ref. Number:  U0062
How to Create Marketing Content that Sales Will Actually Use
Document Type: Viewpoint         Pub. Date: September 23, 2008        Ref. Number:  V0043
Close the Loop: How to Build an Effective Lead-Nurturing Process
Document Type: Viewpoint          Pub. Date: July 9, 2008        Ref. Number:  V0041
Marketing and Sales: A New Partnership
Document Type: Online Briefing          Pub. Date: September 20, 2006        Ref. Number:  OLB060919