Term
Industry
Strategy
Content Type

How Top Sales Reps use LinkedIn to Create Buyer Personas

New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas. Then I provide...

Operationalize Personas to Meet Your 2013 Goals

Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here). Unfortunately, many of these projects have failed to live up to their hype. They have under delivered and under whelmed. Marketing is...

Why are Key Account Personas so important?

The importance of clear, detailed personas for the various buyers within your Key Accounts is critical to your success. Put yourself in the following situation and think about how you will react. Let’s use the scenario that the CEO of a...

Win-Loss Analysis: Do You Know Your Buyer Personas?

The answer is you are probably trying to answer both and understanding the buyer personas of your customers is something you should spend time digging into. In past blogs we’ve discussed how in win-loss analysis, a critical theme that will...

How ABM Can Help You Drive Revenue in 2020

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes...

The Definitive Guide to Developing Sales Playbooks

The job of a sales enablement leader continues to get more and more difficult. You are constantly expected to do more with less and have the added job of making Sales and Marketing play nice with each other. You’re probably...

How to Organize Your Sales Force to Generate More Revenue

Have you found that your revenue trends haven’t increased with your sales expense? Are you waiting for Sales Ops to provide you some analysis before you take action? Let me save you some time and let you know where you...

AI in Marketing: How and Why Your Peers Are Leveraging It

Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon. This ultimately paved the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on...

Are CEOs Focusing on the Right Sales Opportunities?

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a...

Which Sales Org Structure Is Right for You?

Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. Why? It is viewed as an easier change to make, and it is likely you have executed or been a part...
1 2 3 4 33