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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...

How Multi-Touch Attribution Marketing Can Help You Increase Cohesion Between Marketing and Sales

A key benefit of Multi-Touch Attribution Marketing is that it can help marketers fine-tune their strategy. Knowing which content is resonating with different buyers helps them define the types of content and channels that they want to use to target...

CMOs: How Are You Aligning With Sales to Execute the Annual Plan?

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In...

How to Optimize ROI From Revenue Marketing in 5 Steps

Let’s face it – Don Draper and the Mad Men era didn’t do marketing many favors. Don Draper was a terrible boss and would have made a horrendous CMO. Even if you could get past his heavy drinking, the long...

Could Headless Commerce Help You Win eCommerce Market Share?

With eCommerce increasing more in the last 90 days than during the previous 10 years combined, digital transformation is no longer a buzz phrase. Your company’s ability to interact and transact virtually with your customers and prospects will ultimately determine...

Due Diligence

SBI for Private Equity: Due Diligence SBI has completed hundreds of due diligence assessments across various industries to help PE clients identify and quantify the value creation levers within the Go-to-Market function. Our agile process provides the flexibility for firms to...

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...

4 Ways Inside Sales Can Enhance Customer Experience

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience...

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...
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