Sales and Marketing Management

MARCH 13, 2023

Mending the fractured sales/finance relationship needs to be a priority at the top level. The post Is the Clash Between Your Sales and Finance Teams Killing Your Revenue Growth? appeared first on Sales & Marketing Management. It needs to start from the top down.

Revenue 379

Revenue Sales Marketing 379

Zoominfo

APRIL 16, 2020

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads. And in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place.

Revenue 264

Revenue Marketing How To Follow-up 264

Understanding the Sales Force

MAY 10, 2023

Stock Market down. We are now seeing these events in sales organizations: Missed forecasts. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines - sharply. All the requirements have been met. Massive layoffs.

Revenue 344

Revenue Cancellation Forecasting Quota 344

SBI Growth

APRIL 15, 2021

What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. SBI hosts multiple client advisory.

Revenue 227

Revenue Marketing Industry Leads 227

Sales and Marketing Management

SEPTEMBER 21, 2021

The post Turning the Lights On Revenue-Generating Bottlenecks appeared first on Sales & Marketing Management. Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

Revenue 367

Revenue Software Software Data 367

SBI Growth

APRIL 9, 2021

For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.

Revenue 326

Revenue Marketing Strategy Trends 326

Sales and Marketing Management

FEBRUARY 1, 2023

It’s vital to ensure that sales teams have the skills to thrive during a period of revenue resilience and the skills to bounce back when enterprise spending goes back to normal. The post Top Skills to Reinforce During a Period of Revenue Resilience appeared first on Sales & Marketing Management.

Revenue 289

Revenue Enterprise Enterprise Marketing 289

SBI Growth

MAY 15, 2020

With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base. The need for agility in the execution of customer pursuit efforts has never been greater.

Revenue 380

Revenue Maximizer Marketing Industry 380

Sales and Marketing Management

JANUARY 26, 2023

Today’s buying realities are substantially displacing this model of revenue acquisition. The emerging role of chief revenue officer will need to manage the three-dimensional view of buyers – marketing, selling and service – deploying the right resources at the right time.

Revenue 177

Revenue Resources Buyer Marketing 177

Sales and Marketing Management

FEBRUARY 2, 2023

In good economic times, it’s important to be aware of every revenue opportunity. Sales enablement helps reps reach out with the right message at the right time. The post Seizing Every Revenue Moment appeared first on Sales & Marketing Management. In uncertain times, it’s mission critical.

Revenue 156

Revenue Sales Enablement Opportunity Marketing 156

Sales and Marketing Management

FEBRUARY 7, 2024

Conversational marketing opens new ways for brands to engage audiences and drives business impact through increased customer satisfaction, deeper brand affinity, lower acquisition costs and boosted revenue. The post The Rise of Conversational Marketing appeared first on Sales & Marketing Management.

Conversion 156

Conversion Marketing Revenue Customer 156

SBI Growth

JUNE 26, 2020

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.

Channels 207

Channels Revenue Marketing Strategy 207

Fill the Funnel

APRIL 11, 2024

I’ve been around long enough to have experienced several down cycles in the sales revenue, caused both from internal mistakes and from external. I thought I might give you some things to think about before the next down cycle hits.

Top of Funnel 111

Top of Funnel Marketing Funnel Revenue 111

Sales and Marketing Management

AUGUST 31, 2021

Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. A discussion with Gino Palozzi, Senior Vice President of Marketing at Dun & Bradstreet.

Sales Technology 308

Sales Technology B2B Marketing Revenue 308

Force Management

APRIL 4, 2024

March on the Revenue Builders Podcast consisted of so many great lessons and conversations with leaders both familiar and new. Tune in to the below episodes for stories, strategy and wisdom that will help you successfully scale revenue teams as a leader.

Scale 127

Scale Revenue Hiring Strategy 127

Sales and Marketing Management

JUNE 26, 2023

Incentive travel drives a number of important business goals, and it's not just for sales boosts anymore. The post Going Beyond Revenue appeared first on Sales & Marketing Management.

Revenue 120

Revenue Incentives Incentive Travel 120

Sales and Marketing Management

JUNE 14, 2023

Countless invisible weak points may exist within your sales process that must be fixed or you will continue to lose revenue. The post Revenue Leakage: The Invisible Enemy Polluting Your Pipeline appeared first on Sales & Marketing Management.

Pipeline 156

Pipeline Revenue Sales Process Marketing 156

Sales and Marketing Management

JANUARY 4, 2024

With the focus shifted to quality leads over quantity, revenue intelligence is a powerful tool that enables marketing teams to leverage data to get in front of the right people at the right time with the right message. The post How to Make Marketing Decisions that Drive Results appeared first on Sales & Marketing Management.

Marketing 177

Marketing How To Revenue Data 177

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. If you’re in product marketing, you know all too well how this works.

Revenue 59

Revenue Scale Segment SalesForce 59

Predictable Revenue

FEBRUARY 23, 2022

Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue target. The post Go-To-Market Strategies to Reach Revenue Targets appeared first on Predictable Revenue.

Revenue 121

Revenue Strategy Marketing Outbound 121

SBI Growth

AUGUST 15, 2018

Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.

Revenue 191

Revenue Marketo Marketing B2C 191

Sales and Marketing Management

JUNE 5, 2023

The post How Fractional Executives Meet Revenue Targets During Recessions appeared first on Sales & Marketing Management. Everyone's talking about fractional executives. Here's a look at the pros and cons and how to make the most of fractional executive hires.

Meeting 156

Meeting Revenue Hiring Marketing 156

Showpad

MARCH 7, 2024

Marketing teams are not making the most of their relationship with sales. The sales team is a critical driver of revenue growth — and a key channel for marketing messaging. In order for marketing teams to realize the full potential of their sales team, they must have strong alignment.

Revenue 52

Revenue Marketing ACT Groups 52

SBI Growth

MARCH 21, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. Digital best-practices for sales leaders. Modernize the sales force to adopt to change.

Revenue 248

Revenue Segment Marketing Strategy 248

Sales and Marketing Management

JULY 27, 2022

The pending recession presents a great opportunity for marketers to lead in their organizations, and be the revenue generators that CEOs have expected for some time. The post 4 Ways Marketing Can Take the Lead During a Recession appeared first on Sales & Marketing Management.

Leads 347

Leads Marketing Qualified Lead Marketing Revenue 347

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Revenue 145

Revenue Strategy Face-to-face Buyer 145

SBI Growth

JANUARY 18, 2021

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.

Survey 257

Survey Revenue Marketing Customer 257

Understanding the Sales Force

MAY 10, 2023

Stock Market down. We are now seeing these events in sales organizations: Missed forecasts. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. All the requirements have been met.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

SBI Growth

JUNE 10, 2017

Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.

Revenue 196

Revenue Marketing Strategy Customer 196