The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. No one ever had to move out of their comfort zone, mine was hunting.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

Mereo

NOVEMBER 15, 2023

Is your account management focused on ensuring client satisfaction and client retention? This is especially true in large organizations’ field marketing and demand generation efforts — or in those practicing account-based marketing and sales. Do they align to a market program or a selling territory?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Look at the specifics of the content and how it relates to your accounts, you sales. Demand Generation.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. You want to be sure that the verticals you select are narrow enough that your targets recognize themselves in the group of accounts.

Marketing 52

Marketing Strategy Collateral Case Study 52

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Factor 8

AUGUST 8, 2019

Focusing on the last five years, we’ve seen a trend in role specialization. You’ll find BDR/SDR roles reporting into Marketing about as often as to Sales, but the growing trend is moving them out of marketing and into sales. Account Executive . Our next position is the AE (Account Executive). And it’s a good one.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

The Pipeline

JULY 19, 2011

While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267