Head of Marketing demonstrates how to earn brand preference by satisfying the information needs of your target prospects.

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target prospects. Our guest today is Rick Medina, the head of sales channel marketing at Intuit. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.


Rick is uniquely qualified as an expert on this topic. Rick leads B2B sales channel marketing efforts to drive growth and strategic disruption in Intuit’s inside sales, retail, and VAR channels. Watch as Rick demonstrates how to earn brand preference by satisfying the information needs of your target prospects.


The highlight of today’s TV show is the summary of three action steps for every B2B marketer to leverage when developing content.  Starting with these action steps places your marketing team on the path to walk alongside prospects.  Watch the full interview for greater context and a systematic demonstration. 


  1. The first is to have a clear strategy articulating what you want to do, why you want to do it. This helps create a shared consciousness with marketers and sales teams, and make sure that the teams work on the highest priority.
  2. Second is to get to know your target prospects, their attitudes, their behaviors, their triggers, etc., really striving for empathy.
  3. The third, produce a map content to the buyer’s journey. Last is to measure success, and always remember to walk alongside your prospect. When they thrive, we all do.


During the interview, Rick describes how Intuit creates content for B2B prospects based on the prospect’s buying journey. The messaging within the content is built to speak to the buyer persona early in the process. The types of content built for the prospect audience is performed by matching information needs to buyer actions in their journey. Rick describes how is marketing team strives to walk alongside the prospects, by providing the right information at the right moment.


Why this topic is important? Producing and distributing content for everyone means really doing it for no one. For content marketing to generate revenue, you must know exactly what your customers need, where they need it, how often they need it, and in what form they need to consume it. Miss any of these items and your content marketing efforts will fail to contribute to revenue growth in any meaningful way.


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job


If you would like to spend some time with me on this subject, come see me in Dallas.  You are invited to visit me at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.


The Studio Executive Briefing Center


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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