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What to do with Bad Lead Data

I agree. Not all sales operations divisions are involved in Lead Generation. But then again, sales operations divisions haven’t been around that long. They have evolved in the last decade. They will continue to evolve. Data is getting bigger and...

Sales Performance Management: Collecting data is bad.

So how is data usable? 1. The data is collected under up-to-date requirements. Too often data is being collected because of requirements set up long before. Since the time when these initial data collection routines, systems, dashboards, etc. were built, your...

Bad News—Your Expensive Marketing Tech Stack Doesn’t Mean You’re a Digital Innovator

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced...

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It

Technology has fundamentally changed the role of Marketing. What was once seen largely as an art, has increasingly become less about fancy pictures, and more about deploying revenue generating messaging to the masses. The rise of radio and television made...

Bad Marketing Strategy is Built on Assumption

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –...

Change Your Sales Teams Bad Habits Before 2018

42% is the average amount of time a sales person spends engaging with a customer (A.k.a selling time). This equals only 17 hours per week. We all know improving selling time should increase sales. But is the effort really worth...

5 Ominous Signs of a Bad Sales Forecast

You might think you have enough deals to make your number. But in truth, your pipeline may be clogged with dead ends. New buyers, or new product buyers, who need more convincing. Or deals that have no hope of closing...

Is Your Product Launch Off to A Bad Start? Do This First…

A sputtering product launch can kill your game plan for the year. Missed sales numbers and nagging customer service concerns could point to poor sales strategy alignment. We’ll outline the Wrong and Right Way to inspect your product strategy to identify...

Marketing Analytics: 5 Things You Must Do to Create an Effective Data Plan

“Big Data.” It has been billed as the biggest game changer for marketers in years. As CMO, you may already have massive amounts of data at your fingertips. Your campaign reports are bursting at the seams. Clicks, clickthroughs, conversions—they’re all there. But...

Warning: Your Lack of Data Insight is Killing Your Career

Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself. Data without insight to the business is less than worthless. It has...
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