Jeff Davis

MARCH 13, 2018

Process - Focus on pipeline Revenue One of the most impactful opportunities in an alignment effort is to focus on creating a robust prospect-to-customer process. This laser focus on revenue ensures that everyone knows exactly where we are in hitting our revenue target and also know how their work directly impacts us achieving that goal.

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

Emissary

JULY 1, 2022

You can build ideal customer profile, target account lists, and key buyers in the system and target and measure. Best for: Sales and Marketing teams that are tightly aligned and focused on targeting buying groups. Best for: Tech Companies targeting Fortune 1000 companies. TechTarget.

Account Based Marketing 52

Account Based Marketing Company Lead Rank Ideal Customer Profile 52

The ROI Guy

MAY 4, 2006

Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Why are buyers getting harder to reach? Frugal buyers are the norm - driven to be skeptical by a lack of demonstrated value from prior investments and increased investment governance.

Marketing 40

Marketing Vendor ROI Survey 40