The most popular B2B revenue marketing articles read by CMO subscribers the last 30 days.

The Digital Transformation of a B2B World

Every major company is undergoing a digital transformation of some kind. Mark is here today to help you purge your old world view of digital. Instead, offer extreme personalization and a frictionless experience across your prospect and customer touch-points.

 

 

Transforming a Marketing Organization to Generate a Successful Exit

Andrea Brody, the Chief Marketing Officer for BravoSolution has a great story to share with you about how she transformed the marketing team to help her company achieve a successful exit.

 

The Role of Your Brand in Driving B2B Revenue

Brendan Cournoyer, Vice President of Marketing for Brainshark completed a successful brand transformation and he’s here today to share the behind the scenes view how he made it happen. This is a fascinating show where Brendan shares his approach to transforming an established brand and the compelling business need for a complete overhaul of the brand.

 

CMO ProForma – Marketing Return on Investment

The ability to demonstrate marketing’s return on investment is at the top of every CMO’s plan. A more robust framework for the ROMI (Return on Marketing Investment) calculation is required at the campaign level to provide a reliable picture. Download the Integrated ProForma tool. 

 

 

How Marketing Helps Sales Win the Must-win Deals

Mike Volpe, CMO for Cybereason demonstrates how marketing helps the sales team advance their 50%+ Opportunities in the pipeline forecast. This is a powerful show where Mike shares his approach to opening up the forecast and looking at the must win deals. Turn to the 15-minute mark of the video to watch how Mike supports the 50%+ pipeline forecast with marketing support.

 

SBI’s Top 10 SaaS Metrics

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun. We often find that the problem is not a lack of KPI’s, rather too many KPI’s. For most businesses 5-10 KPI’s is enough to capture the trends, identify areas of opportunity and dig further into those areas. Download the top 10 SaaS Metrics.

 

5 Reasons Why Marketing Should Conduct Win-Loss Calls

Who should own conducting Win/Loss calls is a question that is asking consistently across executive teams.  Some view it as Sales responsibility, after all, they’re the ones on the front lines responsible for a company winning or losing.   The right place for Win/Loss to reside is within Marketing.

 

 

An Additional Resource

 

Here is an interactive tool that will help you test and rate your marketing strategyagainst SBI’s emerging best practices.

 

Sales Revenue Growth

 

 

 

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 
BIO
ALL PEOPLE

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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