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Strategy
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How to Shape Your Sales Motions Using a Data-Driven Framework

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after...

Customer Touchpoint Capture Guide

Download the Customer Touchpoint Capture Guide. Key Benefits: Guides you through establishing your most critical KPIs. Ensures that all data is checked for accuracy. Encourages automation of KPIs wherever possible. Fill out the form below to download the Customer Touchpoint Capture Guide. ...

The 4 Pillars of Flawless Marketing and Sales Alignment

As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound...

The Most Effective Marketing Starts With the Corporate Strategy

Even though some of the immediate business impacts of the COVID shutdown has started to abate, one of its more lasting effects has been to throw most enterprise 2020 marketing plans into total disarray. Tradeshows and field marketing events have...

CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating...

4 Metrics to Measure the Health of Your Sales Organization

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue...

Now Is the Time for CEOs to Strengthen the 3-Year Plan, Not Abandon It

We are living through a truly unique point in time. The impact of COVID-19 over a short two month period has thrown the global economy into complete peril and created unparalleled uncertainty and ambiguity. The core questions out of every...

How CEOs Masterfully Execute the GTM Strategy

In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of...

Lead Scoring: How to Identify Your Best Leads and Fill the Pipeline

What is your sales and marketing organization doing to not only maximize your leads but also put your team in a position to making your number? In my last blog post, The Market Is Uncertain, But Your Demand Gen Strategy...

From Ideation to Sunset—How to Manage the Lifecycle of Your Product

If a comprehensive history of corporate entities is ever written and published, it will be littered with anecdotes of firms that were forced to make challenging decisions when business was difficult. Were they ready for an economic recession? Had the...
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