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Strategy
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How to Assess and Sequence Your Sales Initiatives

“I completely lost the battle on next year’srevenue number” he said. “My boss gave in to the CFO. I got out-negotiated. I am way behind where I need to be to make this happen. I have a bunch of initiatives...

How CEOs Are Evaluating Their GTM Strategy in Changing Market Environments

It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you...

SBI Announces Strategic Investment by CIP Capital

January 9, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a leading management consulting firm exclusively focused on revenue growth, announced the completion of a strategic investment by CIP Capital. CIP Capital is a private equity firm focused on...

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...

What Top Performing CMOs Plan to Focus on in 2020

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the...

The Key to Unlocking ROI for Your Acceleration Summit Is Leadership and Communication

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of...

Make Your Number in 2020: Kickoff the Year in Style

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity. A...

What Big Bets Will You Make to Drive Additional Revenue?

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year...

How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products...

How the “Digital First” Failure Has Driven a Revenue-Generating Customer Experience

What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the...
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