Posts by Marketing

Key Takeaways Many complaints for ABX platforms stem from the platform not having a true ‘place’ in a workflow or being inefficient in their data communication processes. There is a rift between Salesforce objectives and related activities that hinder selling effectiveness. The opportunity cost question – If you had more time to spend elsewhere, where…

Key Takeaways Changing the perception of salespeople in SaaS. The benefits of roleplaying and education to refine your sales techniques. Sales Ops education helps bridge the gap between tribal knowledge and expands the sales technology landscape. Education in marketing and sales helps expand the overall success of a company’s operations. Shannon Gregg Shannon Gregg, PhD.…

Key Takeaways To drive pipeline and revenue growth, Marketing needs to build 5 critical layers to reach sophistication. Companies with unpredictable marketing contributions and insufficient revenue impact often skip some or all of the critical layers. Delivering on the top 3 layers [Planning, Resourcing, and Revenue Growth as quickly as possible is key to driving…

Key Takeaways If you only use targeted marketing, you are missing large parts of your total addressable market. Targeted marketing is a tool to use alongside your general marketing cadences. Using a customer’s behavior signals to enhance MQL’s into highly qualified leads help increase close rates exponentially. Warm leads are not highly qualified leads –…

Key Takeaways Insights for what it takes to grow pipeline and revenue in SaaS companies. Previously, salespeople shared what a product does and then people make a decision. Now, buyers already have done their research and a salesperson’s job is to assure that a product can meet all of their needs. Often, potential customers have…

Key Takeaways The entire leadership should own the GTM motion – it is not just a sales or marketing strategy. GTM strategies are iterative and dynamic; you cannot simply ‘set it and forget it’. Successful companies need to have RevOps leaders, with clear visions and understanding of the company’s health, data, and strategy. The importance…

Key Takeaways There is so much importance in segmenting during your business’s marketing planning. Data segmentation needs to be recognized as a fluid tool, as people change on a continuous basis. To create a data segmentation, begin with an audit of your zero-party data. You will then combine it with your first-party data. Surveys are…

Key Takeaways Personality and product enrichment drives 50% more customer acquisition. If you are writing content based off of AI-assisted personalization, the ‘personalization’ is likely being used by others and therefore no longer feels ‘personal’. AI-assisted messaging should be used to change what you say based on where they are in the funnel and their…

Key Takeaways It takes an average of 11 days to get a lead from an in-person event back to a sales rep to make their first call. Badge scanners don’t work! They don’t integrate with your CRM, people put in bad information, and are extremely expensive for a low ROI. The money is made after…