Sales and marketing leaders have no shortage of metrics to measure. Market growth rates, relative market share, cost per lead, revenue per customer, yield analysis, conversion rates, SEO rankings, page views and bounce rates, CRM activity ...... the list is endless and they all have a place in helping to improve revenue performance. Management dashboards … Continue reading Change Your Metrics, Change Your Future
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