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MAY 10, 2016 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”. In his book New Sales. Simplified.
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FEBRUARY 23, 2016 Is Your Lead Generation Strategy Broken?
A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. More so because an improper strategy can make you miss your goals. If your organization isn’t doing these three things, then you will miss your number. 1. Additionally, avoid outdated techniques for lead qualification.
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FEBRUARY 8, 2016 4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
In a recent interview, I sat down with Matt Heinz to pick his brain. pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. Matt Heinz.
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FEBRUARY 19, 2016 The #1 Reason CEOs Should Care About Lead Generation
I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. The corporate landscape has drastically changed to make businesses earn their audience's attention. It is not just about increasing sales and profits.
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MARCH 3, 2016 4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. They have too much confidence in inbound-only strategies. The Lead/Revenue Assumptions.
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MAY 13, 2016 What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. For whatever reason (was it beneath him?)
VIEWPOINT 4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
| TUESDAY, MARCH 1, 2016
This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Most ROI calculators I see published are flawed. Many of the tools are designed to determine how much revenue an organization needs and where that revenue came from. However, that is overly simplistic and lacks critically important metrics. Revenue projected from the “write content and they will come” mentality is overestimated. The real potential of lead nurturing is ignored. Furthermore, necessary outbound investments are underestimated. MORE >>
VIEWPOINT How the CEO Can Enhance Sales, Marketing, and the Executive Branch
| WEDNESDAY, FEBRUARY 24, 2016
Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). It doesn’t have to be that way. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Is 60-70% of the buying process over before prospects want to engage with a salesperson? Are outbound and cold calling really dead? From Mike Weinberg’s book, New Sales. MORE >>
VIEWPOINT How to Turn Sales Leads into Revenue, Not Just Work
| TUESDAY, FEBRUARY 16, 2016
Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. It is unrealistic, even for the aforementioned companies, to think that sales can close every opportunity they receive. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Find the Pain. Qualify Your Lead. Sales Leads MORE >>
VIEWPOINT The Key to Filling in Your Revenue Gap
| FRIDAY, FEBRUARY 26, 2016
Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. In fact, it’s one of the reasons why some head executives don’t hit their revenue goals. Don’t let your bottom line fall victim to overpromising and under-delivering inbound programs. Inbound Helps Fill Your Revenue Gap, But How Much? It’s hard to find any recent marketing industry publication that doesn’t jump on the inbound marketing bandwagon. The Key: An “Allbound” Marketing Approach. MORE >>
VIEWPOINT Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3
| FRIDAY, JANUARY 22, 2016
This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. The panelists include: Ardath Albee – Marketing Interactions. Miles Austin – Fill the Funnel, Inc. Jeffrey Hayzlett – The C-Suite Network. Dave Kurlan – Objective Management Group. Matt Heinz – Heinz Marketing. Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). What B2B Companies Did Well in 2015? MORE >>
- An Allbound Marketing Approach Closes Your Revenue Gaps VIEWPOINT | WEDNESDAY, MAY 18, 2016
- Marketing Needs to Put Skin in the Game VIEWPOINT | FRIDAY, MAY 20, 2016
- How Much Do Your Leads Cost? VIEWPOINT | TUESDAY, MAY 24, 2016
- Put A Judicial Branch In Place to Eliminate Wasted Leads VIEWPOINT | THURSDAY, MAY 26, 2016
- 4 Things a CMO Should Do to Build Their Marketing Dream Team (Part Two) VIEWPOINT | FRIDAY, FEBRUARY 12, 2016