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Why CEOs Are Standing Up a Revenue Operations Function

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to...

Retention is the New Growth – Why Customer Success Is Critical Today

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my...

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...

An LDR Playbook Is the CMO’s Key to Unlocking Quality Leads

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number. Either the...

Why Your Talent Pipeline Is the Key to Making Your Number

Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any...

Are Your Marketing Campaigns Agile Enough?

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” And as most CMOs can agree, there’s no such thing...

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –...

Why Your GTM Strategy Needs Internal Market Intelligence Distribution and Utilization

A Go-To-Market (GTM) Strategy is where the direction for the company’s entire commercial approach is defined. It draws insights from the external marketplace and uses those insights to make choices such as “why do we exist,” “which markets will we...

Should You Have One Custom Enterprise Sales Process or Many?

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which...

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...
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