DGS Spring 2023

Key Highlights You have to align on goals and outcomes, communicate often, measure regularly and celebrate together.  When the sales team is aware of marketing campaigns, they feel more empowered as an organization.   Using shared metrics and dashboards creates a common language of what is important to both teams and creates a place where…

Key Highlights A B2B decision will be made based on trusting one of the sellers to be on their side.  You need to believe in the value of your product. In a cold or follow-up call, the product is the discovery meeting, an opportunity to find out if there is a reason to move forward. …

Key Highlights In your first 30 days audit to figure out what content is worth saving and repurposing.  Not developing an effective referral program and a champion program is a huge miss because there are clear champions in the customer base of every company.  Podcasting is one of the best ways to get people out…

Key Highlights There must be communication and acceptance that both teams can work on the same thing.   Identify who owns nurturing, when sales should step in, when marketing steps out, who is responsible for email creation, and who is the target audience and ICP.  Who gets the credit? Attribution can distract from the right questions.…

Key Highlights If you are cocreating content with your partners and customers, you are already getting faster results than creating content all by yourself.   If the benefit you are driving is not attainable, it isn’t desirable. Focus on the new customers. Their messaging is fresh and focused on pain point resolution.   Audiences at an event…

Key Highlights You can’t have a more effective pipeline initiative if you are not willing to put a plan into place where you talk about the cost of inaction and operation expense savings.  We see the most need for improvement in those calls that could have gone completely different had the SDR just been prepped…

Key Highlights You can’t have a more effective pipeline initiative if you are not willing to put a plan into place where you talk about the cost of inaction and operation expense savings.  We see the most need for improvement in those calls that could have gone completely different had the SDR just been prepped…

Key Highlights There is going to be the typical buzz when it comes to AI. For everybody to invest in their business and themselves will be essential because we are in the fundamental stages of knowing what is real and what is just the buzz.  AI is the ultimate human assistant in B2 B or…