Measure Up Marketing

Ensuring the Successful Integration of Technology and Marketing

Measure Up Marketing

The difference between good and excellent is action : this is a common refrain from organizational development experts.

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Marketing ROI Is a Trap! Here’s How to Avoid It

Measure Up Marketing

Given our focus on Marketing Performance Management and Measurement (MPM), we have a lot of conversations with our customers and prospects about Marketing ROI.

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Three Proven Practices to Overcome MarTech Failure

Measure Up Marketing

How organizations approach their MarTech differs among various organizations.

Making the Most Out of Your Investments in Marketing Technology

Measure Up Marketing

The marketing automation software industry was a $3.3 billion market in the United States in 2017, and it is growing 30% annually claims SharpSpring in their recent Investor Presentation. Adoption of these products has passed the tipping point.

Best Practices for Selling to Government Agencies

The US government spends over $235 billion on goods and services each year. Because of this, selling your product or service to a government agency can be a great way to increase profits. A government buyer also offers consistency, at least for the duration of your contract. However, there are key differences between selling to a customer or business and selling to the government. MarketJoy VP of Customer Success, Curtis Bendt, has used his vast experience in sales industry to craft a list of best practices for selling to government agencies to give you a more specific idea of what the process involves. MarketJoy also provides you with several tips on how to increase your chances of success.

How Your Customers Can Help You Drive Growth

Measure Up Marketing

In his December 2003 HBR article, “The One Number You Need to Grow,” Fred Reichheld once suggested that the value of any one customer resides both in what that person buys and what they are prepared to tell others. What your customers tell others about you can influence your revenues and profits.

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When Is It Time to Embark on Repositioning?

Measure Up Marketing

In 1969, Jack Trout introduced the idea of market positioning in a paper published by Industrial Marketing Magazine. Later, along with colleague Al Reis, he popularized the concept with their bestselling book under the title, Positioning – The Battle for Your Mind (1981).

The Marketing Ops Audit: Why It Matters and How to Do It Well

Measure Up Marketing

Marketing Operations (Marketing Ops) is a well-established function. Whether performed by one person in a small company or a large team in a billion-dollar business, it is present in 70% of Marketing organizations overall and in 82% of Best-in-Class (BIC) Marketing organizations.

Be Fanatical About Service Quality (And Why It Matters)

Measure Up Marketing

I have been fortunate in my career to benefit from a number of remarkable mentors. My first professional job was in a financial services organization working for Dwight Prade. It was Dwight who bestowed upon me the title “Customer Relationship Manager.” This was long before the era of CRM systems.

Paradigm of Strategic Value-Based Discounting for the B2B Industry

Competition has increased to new levels of intensity and organizations have begun to look for new ways to acquire customers. Discounted pricing is a strategic tool, which when used correctly can drive a variety of business goals, from marketing through to sales strategy

How to Better Utilize Data and Analytics

Measure Up Marketing

Yet another study, this one by PAN Communications, continues to lament the challenge Marketing organizations face for measuring success. This particular study found that “76% of marketers are lacking the confidence to measure the success of their content programs.”

How to Save a Year of Research for Your Account-Based Marketing

Measure Up Marketing

We’ve enjoyed the privilege of being engaged with a number of our customers for nearly two decades and last year were fortunate to add new projects and new customers.

Why Does Good Strategy Matter to the Bottom Line?

Measure Up Marketing

Strategy is fundamental to the success and sustainability of all organizations. It is about seizing opportunities and knowing which not to pursue, all while mitigating risk.

How to Tell if Your Marketing is Optimized for Performance

Measure Up Marketing

Frederick Winslow Taylor is credited with starting the Scientific Management movement. He and his associates studied how work was performed. They examined how the performance of work affected worker productivity.

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

Are You Ready to Make The Shift to A.I.? (Part Two)

Measure Up Marketing

This is the second part of a two-part series. See our first section Should You Use A.I. in Your Marketing? on LinkedIn. According to BPMonline Insights , nearly 40% of companies struggle to convert data into actionable insight.

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How Your Customers Can Help You Drive Growth

Measure Up Marketing

In his well-regarded December 2003 HBR article, “The One Number You Need to Grow,” Fred Reichheld once suggested that the value of any one customer resides both in what that person buys and what they are prepared to tell others.

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Are You Really Ready to Enter a New Market?

Measure Up Marketing

Ideas for new markets to serve can come from Marketing and anywhere externally or internally, e.g. best customers or a partner, a member of the C-Suite, and Sales or Customer Support departments.

Is Your Marketing Dashboard Out to Get You?

Measure Up Marketing

Most likely you have some kind of Marketing dashboard. Research by experts and us all reveals that most Marketing organizations are producing and presenting some type of dashboard to their leadership team.

The Sales Enablement Handbook

In the sphere of sales, it helps to get your definitions down. You might have thought sales operations and sales enablement are the same thing - but there are important differences. Both have the objective of improving sales performance, and although there is some overlap, they do this in different ways.

Tuning Up Your Marketing Metrics and Measures: What They Are and Why They Matter

Measure Up Marketing

If you want to demonstrate the importance of Marketing to the rest of the organization you need to be able to quantify Marketing’s value to the business.

The Bottom Line: Action is at the Heart of Marketing’s Productivity

Measure Up Marketing

In a recent article, David Dodd wrote the innovations in Marketing “have promised to improve marketing effectiveness and efficiency, and numerous research studies purport to show that they are delivering a wide range of benefits.

Best-in-Class Marketers Prove They Create Value

Measure Up Marketing

In 2000, the Advertising Research Foundation probably didn’t realize that their report about marketing’s ability, or lack thereof, to measure its value and contribution would initiate numerous studies, conferences, and products on the topic.

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Customer Conversations: Identifying Revenue Opportunities Using Customer Analytics

Measure Up Marketing

“We’re not going to make our revenue target for the fiscal year,” declared our customer, a Director of Customer Insights at a global technology company. She followed with, “I was barely holding on to key resources this year, and now my budget’s taking another hit!”

7 Key Insights from the "How B2B Marketing is Changing" Report

Speaker: Tom Pick, Independent B2B Digital Marketing Consultant

What are the top priorities, challenges, and trends in B2B marketing as we head into the final stretch of 2018? We conducted in-depth interviews with senior B2B technology marketers to find out. The results included a few expected areas of consensus but also some surprising divergence of opinions. Content marketing, for example, is widely viewed as the most effective lead generation tactic and area for additional spending in the coming year. But doing it effectively to optimize results is also the top challenge marketers face. Meanwhile, marketers report conflicting views about and are seeking guidance on search engine marketing, live events, and inbound vs. outbound tactics. And there's one promising avenue many marketers may be under-investing in. This webinar not only summarizes the issues raised in the study but also offers guidance from multiple sources on how to address the challenges of today's B2B marketers.

Efficiency vs. Effectiveness Metrics

Measure Up Marketing

In his book, The Effective Executive, Peter Drucker explained the difference between efficiency and effectiveness: “Efficiency is doing things right. Effectiveness is doing the right things.” ” He strongly advised focusing first on effectiveness before efficiency.

Free Benchmarking–Does Your Marketing Measure Up?

Measure Up Marketing

Here’s something we know after conducting the marketing performance measurement and management study since 2001: Best-in-Class marketers are relentless when it comes to continuous improvement. How do they know how they stack up? They regularly audit and benchmark. We know this can be expensive—even a small benchmarking study for marketing typically takes at least $20,000. With marketing budgets still feeling the crunch, it makes sense to be a bit more creative when it comes to benchmarking.

Customer Conversations: Identifying & Measuring Your Marketing Campaign Goals

Measure Up Marketing

In a recent conversation with a marketer from a well-known global company in the transportation industry, I was asked to provide a list of metrics that this marketer could use to satisfy her company’s leadership team.

Weaving Contextual Data into Models

Measure Up Marketing

Many companies are developing opportunity scoring models which essentially assign a predetermined numerical score to specific behaviors or statuses within a database. The purpose of opportunity scoring is help sales people know which opportunities are sales ready and worthy, and therefore take priority. Often variables such as title, company, and industry, serve as the basis for the scoring model.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Customer Conversations: Requesting Your Budget

Measure Up Marketing

In a recent conversation with one of our customers, a VP of Marketing at a well-known company, we discussed the challenges associated with her leadership’s request to submit the fiscal year’s budget before her team had finished the planning process.

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Customer Conversations: The Value of Adding Data & Analytical Skills

Measure Up Marketing

Jamie, the VP of Marketing at one of our manufacturing companies, in a recent conversation expressed excitement about securing someone from the finance group to support marketing data and analytics. “It

Four Models Every Marketer Should Master

Measure Up Marketing

We know–models can be intimidating. But as the need to add analytics and science to our work continues to increase, models have become one of the primary vehicles every marketer needs to know how to develop and leverage. If you’ve already dived into the deep end on models, congratulations. On the other hand, if you’re just dipping your toe into the water, have no fear, because while there may be a bit of a current, it is time to venture forth.

Managing Marketing Content Across the Customer Life Cycle

Measure Up Marketing

Considering our purpose as marketers, we should be placing customers at the center of our marketing efforts. That’s truer today than ever before, because customers have more choices, more control, more ways to connect, and more access information. No wonder marketers everywhere are scrambling to develop content and make use of the myriad of channels to reach and connect with prospects and customers. .

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

The Five Metrics that Must be on Your Marketing Dashboard

Measure Up Marketing

by Laura Patterson, VEM and Julie Schwartz, ITSMA. Marketers are always asking us, “What are the five most important metrics that should be on our marketing dashboard?” These marketers want a template; a quick and easy answer so they can move on to their next challenge.

What Type of Customer Experience Do You Deliver?

Measure Up Marketing

Customer Experience (CX) is one of the most highly discussed topics in organizations today. By definition, CX encompasses all interactions across the entire life cycle of the customer relationship. According to a recent survey by Oracle, of 1,300 senior executives in 18 countries, 97 percent believe CX is critical to their success.

Craft a Killer Sales Playbook

Measure Up Marketing

The Sales Playbook, Defined. A sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The playbook helps you implement a common sales methodology that leverages the processes used by high performers. The outcome?

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Don’t Play Politics with Your Planning

Measure Up Marketing

As marketers we need to take the macro-environment into consideration when we’re creating any plan. With the election looming, there is a constant barrage of headlines suggesting that the U.S. economy is faltering and that the future could be bleak.

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Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!