Marketing technology innovation continues to offer incredible opportunity for companies to create a more effective and efficient process. But if we learned anything from the adoption of technology in other areas of our business, we should know that the difference maker is your people. Leaders who maximize martech benefits start with an awareness of their … Continue reading The key to successful implementation and use of Marketing Technology
I recently attended a webinar produced and delivered by The Predictive Index. I tend to be skeptical about solution provider produced webinars, as too many are unfortunately still sales presentations masked as educational content. The Predictive Index delivered on it's educational promise and my 40 minute investment was well worth it. Broadly the topic was … Continue reading The 4 Forces of Disengagement
Recruiting into an organization without a clear picture of the workplace environment stacks the odds of a successful, high-value hire against you. In fact, according to a recent study by Jobvite (and supported with other research as well) - almost 30% of new recruits have left a job within the first 90 days of starting. … Continue reading Successful recruiting starts on the inside
Your go to market strategy is developed to support the achievement of revenue goals and objectives. Those targets (the destination) may be handed down or built up - but either way, the plan will involve a variety of alternatives to get there. A thoughtful go to market strategy provides a road-map for finding, winning and … Continue reading Resolving sales and marketing team conflict
Marketers are finding it increasingly difficult to stand out and differentiate from the crowds.
Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)
At any given time only a tiny percentage of your prospect universe is open to hearing your sales story (where the prospect has identified a need and is willing to listen to "why you"). So leading with a traditional sales approach will yield sub-par results in the great majority of interactions. I have received thousands … Continue reading Marketing as an insight generation machine