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Use the 5 Steps of Conversion to Measure Marketing’s Pipeline Contribution

Your organization’s pipeline contribution goes a long way in proving ROI. Connect marketing spend to revenue by showing how marketing contributes to opportunities. Today we’ll discuss the five steps of conversion and how they influence pipeline contribution. . We’ll also introduce...

Growth Expectations Too High? How to Increase Your Conversion Rate

As head of marketing, you are tasked with helping sales make the number. Sales counts on you for a certain number of qualified opportunities. The expectations are high, and you must contribute to the company’s growth number each year. How...

Why Do PE Firms Care About Customer Experience?

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, reducing the expense to bookings ratio, while providing customers with a great interaction across...

SBI’s December 2018 CMO Newsletter

6 Ways to Align BDR’s Maximize the effectiveness of your pre-sales team through 6 steps. Aligning them to your sales teams with these techniques to increase conversion rates, shorten sales cycles and increase deal sizes. The CX vs. CO Debate –...

6 Ways to Align BDRs

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of...

Why Most Market Analyses for Due Diligence Are Insufficient

There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more...

6 Pricing KPI’s for Your Growth Strategy

If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer. However, I do have some guidance for you. Let’s think of pricing...

Product Leaders: Influence the Revenue Planning Process to Showcase Your Value

It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival...

New Technology to Help You Effectively Scale Your Sales Team

There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification Algorithms to improve forecast accuracy CRM...

Advice to CMO’s – What to Do When You Hit the Mid-Tenure Blues

You’ve made it through the early CMO years, bringing in fresh perspectives and skill sets. Either you’re still going strong following your fast start, 100-day plan, or patience is running out and the results you set out to achieve haven’t...
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