The Revenue-Generating CMO

Sales Benchmark Index

Revenue-generating chief marketing officers create more shareholder wealth than any other type of CMO. . Download our SBI Magazine Special Issue: Revenue Attribution. What is a revenue-generating CMO? A revenue-generating CMO. Corporate Strategy Magazine Marketing Strategy Sales Strategy SBI on Demand Chief Marketing Officer CMO Customer Lifetime Value increase enterprise value revenue attribution revenue generating cmo revenue growth top cmo

How Revenue-Focused CMOs Make Their Number

Sales Benchmark Index

It is well-documented that CMOs now need to be revenue generators. The modern-day CMO works with the CRO in driving revenue and making the number. Gone are days of being primarily measured on brand reach and field marketing events. However, in.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

Sales Benchmark Index

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

Revenue Functions Staffing-Know the Difference Between Operations and Enablement

Sales Benchmark Index

What does 1% mean to you? Does it mean the top wealthiest tier of individuals in the world? Does it mean you are an incredibly high or dismally low performer at something? Or does it bring to mind a particular.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How Best-In-Class Sales Leaders Recover From a First Half Revenue Miss

Sales Benchmark Index

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from.

How a Revenue Marketing Strategy Makes the Case for Marketing’s Budget

Sales Benchmark Index

In a survey of nearly 200 CMOs taken last year, the following question was asked – in what area of business leadership would you most like your influence to grow? Overwhelmingly, the most common answer was in the area of.

How Europe’s Most Customer-Centric Companies Accelerate Revenue Growth

Sales Benchmark Index

In order to truly drive top-line revenue, increase. Being customer-centric can no longer be a company’s competitive advantage. This is especially true in Europe, where we have seen a considerable shift across organizations and their focus on the Customer Experience.

So, Where’s The Revenue?

The Pipeline

Despite all the tools, processes, enablement initiative, and more, more and more are asking “So, where’s the revenue?” The post So, Where’s The Revenue? By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins.

Summer Sales Challenge Grow Revenues

Score More Sales

sales leadership grow revenueDepending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

Why CEOs Are Standing Up a Revenue Operations Function

Sales Benchmark Index

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

How Better Storytelling Generates More Revenue

Sales Benchmark Index

Joining us on SBI TV is Jim O’Gara. And Jim is the CEO of StoryDimensions. StoryDimensions is a sales enablement technology company that captures, develops, and delivers real customer insights and stories that B2B sales professionals can use to establish.

Unlocking the Secrets of Revenue Attribution

Sales Benchmark Index

Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.

What Revenue Attribution Can Do for the Board

Sales Benchmark Index

Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.

Why Start With Marketing & Sales Alignment

Speaker: Molly Rigatti, Marketing Strategist at SmartBug Media

Before you plan your next sales kickoff or bottom of the funnel marketing campaign or any effort where sales and marketing are both on the hook for performance, you need to check in on your teams. Sales and marketing both oversee a very important part of the pipeline and revenue process for your organization. But that doesn’t mean they should function in silos. When building up your sales enablement program, think about the three “P”s—practicality, productivity, and profit—when defining responsibilities and facilitating communication between your teams.

Piloting Revenue Attribution – How Top CMOs Quantify Marketing Impact

Sales Benchmark Index

Without revenue attribution, you are exposed—unable to allocate time, money, and resources to the marketing efforts that produce top-line results. algorithmic first touch last touch last=touch linear Marketing marketing strategy Piloting Revenue Attribution revenue attribution revenue attribution model time decay trackingThe buyer’s journey does not follow a linear course.

How ABM Can Help You Drive Revenue in 2020

Sales Benchmark Index

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Good Revenue And Bad Revenue

Partners in Excellence

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” ” Some of you may be thinking “revenue is revenue, all revenue is good!” Related Posts: All Revenue Is Not Created Equal!

How Should I Forecast B2B Marketing’s Contribution to Revenue?

Sales Benchmark Index

Article Marketing Strategy 2019 2020 annual planning annual planning meeting annual planning workshop benchmarking budget capacity CMO contribution funnel jenny sung Lead Generation lead generation calculator leads make the number make your number market Marketing marketing strategy Martech number oracle performance research report revenue revenue growth revenue growth diagnostic sales Sales Benchmark Index sbi SBI blog session The Studio top articles variables

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Accelerating Revenue by Improving the Sales Team’s Agility

Sales Benchmark Index

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.

Where Do Revenue Operations and Revenue Enablement Sit in the Organization?

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on Revenue Enablement in the recent post “Sales Enablement is Dead – The Best Companies are Embracing Revenue Enablement.”. Revenue Enablement sits under the Revenue Operations group.

What Big Bets Will You Make to Drive Additional Revenue?

Sales Benchmark Index

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.

How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

Article Sales Strategy Uncategorized 2020 b2b b2b blog business consulting blog consulting firm customer experience CX data assessment framework data-driven digital digital transformation digital world forbes consulting growth lever justin saunders KAM key account management key accounts make the number make your number Marketing planning revenue growth sales Sales Benchmark Index Sales culture sales org sales reps sbi SBI blog scott santucci strategy tish falco top articles

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Attributing Revenue to Non-Digital Interactions

Sales Benchmark Index

For example, as a B2B marketer you want to track revenue attribution. Magazine Marketing Strategy SBI for SMB events field marketing events how to track direct mail how to track field marketing how to track tradeshow Marketing marketing strategy non-digital marketing interactions revenue attribution revenue attribution model tracking tradeshow“Everything should be made as simple as possible, but not simpler.”

Revenue Growth Lessons from an Iconic Financial Services Brand

Sales Benchmark Index

Go-To-Market Strategy Sales Strategy Technology Video 2019 planning 2020 planning analysis b2b best practice ceo chief executive officer chief revenue officer company cro enterprise executive gas Go-To-Market growth hexagon interview make your number market Matt Sharrers oil revenue growth sales Sales Benchmark Index sbi sbi podcast sbi tv steve king strategy transformation

CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Sales Benchmark Index

The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating. Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company.

Igniting Revenue Growth With a New Product

Sales Benchmark Index

Magazine Product Strategy new product development product development program launch Revenue Growth Methodology

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

2x Your Organic Revenue Growth

Sales Benchmark Index

Global Payments literally doubled their revenue growth in a short period of time. Corporate Strategy Podcast Sales Strategy SBI for Private Equity SBI for SMB b2b sales effetctiveness enable Global Sales Force Effectiveness productivity revenue per sales head sales enablement sales force effectiveness sales leader SVP global sales effectiveness

Translate Your Marketing Budget into Revenue Growth

Sales Benchmark Index

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.

The Evolution of Customer Success Managers and Their Impact on Revenue

Sales Benchmark Index

Article Customer Success Strategy Uncategorized account manager acquire b2b b2b behavior b2b blog business client consulting blog consulting firm credibility cs csm custom success manager customer success Customer Success Professionals david maister develop Fred Penteado intimacy make the number make your number Marketing opportunistic own revenue reliability retain revenue contributor revenue growth road model sales strategy teams train trusted advisor

Not All Revenue Growth is Created Equal

Sales Benchmark Index

I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Corporate Strategy Marketing Strategy Podcast Sales Strategy SBI on Demand ceo chief executive officer growth john dimarco market expansion market exposure market share gain marketing strategy revenue growth sales strategy share gain

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Financial Services: 2018 Revenue Growth Trends in Financial Services

Sales Benchmark Index

Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. Article Marketing Strategy Revenue Growth Assessment Revenue Growth Methodology Sales Strategy Corporate Strategy finance financial services marketing strategy Matt Slonaker Product Strategy revenue growth sales strategy

Trends 177

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

Revenue Attribution: Connect the Dots between Marketing Spend and Revenue

Sales Benchmark Index

We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. . Simply put, Revenue Attribution. Corporate Strategy Marketing Strategy Podcast how to marketing attribution marketing roi milan malivuk revenue attributionJoining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix.

Tiger Teams ? How Market Leaders Are Organizing Internal Talent for Revenue Growth

Sales Benchmark Index

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.

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components: