The Pipeline

APRIL 6, 2021

If it’s not the product, it’s marketing, no leadership, no culture; anything but the rep’s inability to get past product. While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. They may even refuse to cooperate against their captor.

SME 299

SME Lead Rank Lead Scoring Discount 299

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. The good news is that even with all of the current challenges, CMOs have the perfect opportunity to raise their game, transform their teams, and stand out among the noise of the marketplace.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Crunchbase

MARCH 13, 2023

But there are ways to tackle the challenge and turn it into an opportunity for learning and growth. For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. In a declining, volatile market, working with the most accurate insights available will make all the difference.

Territories 59

Territories Churn Face-to-face SME 59

Babette Ten Haken

OCTOBER 15, 2018

This connection signifies that we are doing our homework and are engaged in effective marketing. Feeling frustrated by chasing opportunities, only to find out clients are telling you overstated stories? She is a member of SME, ASQ, SHRM and the National Speakers Association. That is a good thing, for us both. Time after time.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle? EverString.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

LeadFuze

JULY 19, 2021

Essentially Sales Velocity is the speed at which leads and opportunities move down and out of your funnel. Measuring velocity gives you a benchmark you can use to track which parts of your sales and marketing process drive acceleration or put deals at a standstill. 4 Market Segments. What is Sales Velocity? Click To Tweet.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Babette Ten Haken

SEPTEMBER 5, 2018

Then again, perhaps you are too busy chasing new opportunities, and ignore current customers. You have the opportunity to create, manage and continuously deliver value added customer experience to clients. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.com.

Customer 109

Customer SME Retention Engineering 109

Babette Ten Haken

OCTOBER 8, 2018

Think about an over-dependence on cold calling, marketing automation and running around networking events throwing business cards at everything. Even if our functional roles are not primarily in marketing and selling, our customers’ engagement experiences bias them about how we will deliver outcomes. is available on Amazon.com.

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Babette Ten Haken

AUGUST 27, 2018

Their voices become your opportunities to better serve your clients. Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. is available on Amazon.com.

Customer 88

Customer SME Retention Engineering 88

Allego

SEPTEMBER 1, 2022

Content Creators: These include product and content marketers, thought leaders and influencers within your organization, subject matter experts (SMEs), specialists, sales leaders, and top-performing sales reps. Content SME: This is an in-house expert from the sales or marketing team who deeply understands your sellers’ needs.

Collateral 62

Collateral SME System Video 62

Babette Ten Haken

MARCH 18, 2019

Because that disconnect is where your (and their) lost opportunity resides. Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Hit your Pause button.

SME 83

SME Retention Ideal Customer Profile Margin 83

Babette Ten Haken

DECEMBER 13, 2018

Collaborative storytelling involves everyone in the organization, not just the marketing department. . Shouldn’t our differences become our strengths and opportunities to collaborate on behalf of better serving our customers? She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken.

SME 69

SME Retention Ideal Customer Profile Hiring 69

Babette Ten Haken

OCTOBER 10, 2018

Lack of professional opportunities erodes workplace engagement. Why should they keep losing opportunities and business due to reliance on output produced by bored suppliers? She is a member of SME, ASQ, SHRM and the National Speakers Association. Think about the customer experiences we create when we are bored.

Ideal Customer Profile 70

Ideal Customer Profile Customer SME Hiring 70

Babette Ten Haken

JULY 26, 2018

Each day, when working with colleagues and clients, we have infinite opportunities to leverage our defining voices. Then again, so do sales and marketing professionals. She is a member of SME, ASQ, SHRM and the National Speakers Association. All of us have a professionally profitable voice. What does ours sound like?

SME 58

SME Engineering Retention Coaching 58

Babette Ten Haken

JULY 5, 2018

Have you successfully created superlative experiences for clients, every opportunity that you get? Why Chasing Busy Work impedes Solid Business Opportunities [link]. She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. Or is your track record inconsistent?

Retention 56

Retention Customer Churn SME 56

Babette Ten Haken

JANUARY 18, 2018

Because, otherwise, every employee (not just the marketing or marketing research folks) has no idea why customers continue to do business with your organization. Realize the opportunities of creating cross-functional pre-sale teams who are capable of continuing the magic, post-sale. Are your processes: Anecdotal or documented?

Sports 74

Sports Retention Customer Compensation 74

Babette Ten Haken

APRIL 4, 2018

Shouldn’t our differences become our strengths and opportunities, instead of status quo impediments?”. The three contexts are: Your Business Unit (Sales and Marketing), Your Operations (Manufacturing, Supply Chain, Finance) and Your Client. Typically, marketing and sales own the concepts of customer churn and defection.

Pivotal 65

Pivotal Retention Customer SME 65

Crunchbase

JUNE 15, 2022

The Lead List is a monthly series that analyzes key buy signals from new additions to the Crunchbase Emerging Unicorn Board to help you fill your pipeline with new opportunities. Why Firework should be on your radar: Livestreamed shopping has long been popular in China, but it has been slow to take off in Western markets, including the U.S.

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

Babette Ten Haken

SEPTEMBER 13, 2018

Perpetuating these dynamics reinforces risk aversion, rather than opportunity identification. Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. When that happens, everyone remains very busy.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Babette Ten Haken

SEPTEMBER 10, 2018

Profitable leadership communication connects the marketing and sales right hand of the organization with the operations and service delivery left hand. Our One Millimeter Mindset team chuckled when I sent them a marketing automation message from our now-former, ex-vendor. Guess what!

Ideal Customer Profile 58

Ideal Customer Profile SME Retention Vendor 58

Babette Ten Haken

JANUARY 10, 2018

The average tenure of a CMO (Chief Marketing Officer) is anywhere from 18 months to a little over 4 years compared to the rest of the C-Suite, averaging around 5 years. It’s a matter of risk versus opportunity. In fact, they may leave the company, either intentionally or not, in 12 months or less. Something to chew on this week?

Engineering 62

Engineering SME Retention Proposal 62

Babette Ten Haken

JULY 9, 2018

So, why not focus on creating opportunities, or sandboxes, in which workforce teams can become more collaborative? Consequently, the multigenerational workforce offers organizations a tremendous opportunity for innovation. She is a member of SME, ASQ, SHRM and the National Speakers Association. And, let’s face it.

Face-to-face 58

Face-to-face SME Retention Margin 58

Mindtickle

JANUARY 27, 2017

Sales Enablement and Product Marketing may be better equipped to coach reps on product demos while managers are best left to coach on the finer points of specific deals. Analyzing a lost deal. This has to be done in real-time, not just when it’s scheduled into the diary. Coaching from a manager’s perspective.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Mindtickle

JANUARY 27, 2017

Sales Enablement and Product Marketing may be better equipped to coach reps on product demos while managers are best left to coach on the finer points of specific deals. Analyzing a lost deal. This has to be done in real-time, not just when it’s scheduled into the diary. Coaching from a manager’s perspective.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Product Management University

MARCH 14, 2017

Delivering, marketing and selling products in B2B is a contact sport in many ways. Without a portfolio strategist, the injury you’re most likely to sustain is an overabundance of disjointed one-off development projects to satisfy the next big sales opportunity or unhappy customer. The Protective Pad: Solutions Marketing.

Sports 40

Sports Demand Generation Agencies SME Engineering 40

BrainShark

MAY 3, 2022

You simply upload any of the existing materials your go-to-market (GTM) teams already have on topics like product knowledge, sales methodologies, cold calling, sales strategy, customer pain points, shortening the sales cycle, and more. Most organizations have many different go-to-market teams such as sales, marketing, customer success, etc.

Training 71

Training Hiring How To Course 71

LeadFuze

JUNE 7, 2021

The rise of the SME salesforce. Technology has supplied a huge opportunity for sales training to be offered online and completed in the individual’s ideal time frame. The massive amount of data has brought sales and marketing into alignment. Adult learning is going mobile, online and interactive. Click To Tweet. Click To Tweet.

Training 52

Training Hiring Trends Retention 52

Sales Hacker Training

JANUARY 5, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. So even though I was more interested in finance, I took a digital marketing internship. What does Meero do?

Scale 119

Scale How To Cold Calling Sales Cycle 119

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. As we expected the most popular framework amongst marketing agencies was the Goals, Plans, Challenges, Timeline (GPCT) framework.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

Allego

JULY 17, 2023

It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

The Pipeline

SEPTEMBER 21, 2017

With about a third of all opportunities going into B2B pipelines ending in no decision, the reality is that about a third of the time the square they end up in is the one they started in. I was talking to someone selling specialized ERP, and he was saying that this is only 5% of his market at any given time, small.

SME 240

SME Objections Margin Follow-up 240

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. If you get an opportunity to meet with your customers, spend the time wisely and listen to what they have to say. New places, workshops, interviews, presentations…. This trip had plenty.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. If you get an opportunity to meet with your customers, spend the time wisely and listen to what they have to say. New places, workshops, interviews, presentations…. This trip had plenty.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

FEBRUARY 8, 2018

It was during this process that the opportunity arose to try other CRM’s and the team jumped at the chance to try OnePageCRM. Emma-Jane McLennan – Marketing and Communications Manager, OneLaw. They identified a niche in the market for a simple to use, low administration legal practice management system. Doug Thomson.

Sales Cycle 29

Sales Cycle System Ideal Customer Profile CRM 29

DiscoverOrg Sales

DECEMBER 26, 2018

In spite of GDPR, in the face of market turmoil, and despite an increasingly complicated tech stack, this year has shown us that high tides really do lift all boats. GDPR for Sales and Marketing. Our more specific follow-up blog was a hit, too: Keep Calm and GDPR on: How Marketers Can Comply with GDPR. How to Sell to the CMO.

Intent Data 120

Intent Data Intent SME Hiring 120

OnePageCRM

MARCH 8, 2017

Further Opportunities. Convertkit uses simple straightforward tiers based on subscriber volume for their email marketing automation platform. If you want to use charm pricing to lift your conversions, it’s important to understand the price elasticity for your product and your market. And what about those who’d pay $50?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55