July 8, 2020 –
Let’s face it—if you don’t have revenue attribution in place, you’re behind the curve. B2B companies are realizing an average lift of 15 to 18 percent in revenue as a result of implementing closed-loop revenue attribution and optimizing investments across...MORE >
July 8, 2020 –
Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen?
The data was bad.
I didn’t know XYZ about this account/contact.
I missed the trigger event.
The dots were never connected.
Revenue operations frequently...MORE >
July 4, 2020 –
For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will...MORE >
July 2, 2020 –
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially...MORE >
July 1, 2020 –
We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020...MORE >
June 27, 2020 –
Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order...MORE >
June 26, 2020 –
Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve:
A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your...MORE >
June 25, 2020 –
How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot...MORE >
June 22, 2020 –
When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are...MORE >
June 20, 2020 –
Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.