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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...

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,...

Lead Management – Enabling Your Sales Team with Technology

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a...

In an Omnichannel World, Do Territories Even Matter?

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time...

Will You Have Enough Leads in the Funnel to Make Your Number?

Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You...

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...
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