2014 Demand Generation Follow-up Sales 
SBI Growth
OCTOBER 5, 2013
As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. Spending too Much on the Wrong Things.
SBI Growth
DECEMBER 2, 2013
It’s now up to 45 months. In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. Download the 2014 B2B Demand Generation Planning template here to get started. But one combination always sticks out.
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SBI Growth
JULY 1, 2013
You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.
SBI Growth
OCTOBER 14, 2013
You can also sign up for this free event to get an in-depth review. Save yourself time (and your job) by standing up an Internal Content Marketing capability. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. You will be working with Sales to conduct buyer research.
SBI Growth
JANUARY 10, 2014
You just got your new quota and it’s gone up. Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Start Early.
SBI Growth
JUNE 4, 2013
For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Your 2014 revenue number is already on the line. Why does everyone evaluate sales comp at the end of Q4? Compensation Planning.
SBI Growth
SEPTEMBER 4, 2013
Great CMO’s set a strategy to make the number in 2014 and beyond. Maybe the internal marketing structure failed to evolve with the customer demands. Like many marketing organizations, the sales organization doesn’t give you the time of day. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it.
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