Organization, PointClear and ROMI

Dear CEO: Fix these three things and increase revenue

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization. Not 50 things. Measure what matters.

Enterprise Management

Enterprise Management Work Management Marketing Management Sales Qualified Leads

What Percent of Leads Should Sales Close?

ViewPoint

AUGUST 2, 2017

The first principal in #ABM is to focus the organization on a single, tightly defined market. To the extent everyone in the organization is focused on the same targets, the close rate will be greater than if the organization has a diffused focus. Close Rate Required for 10x ROMI*. ROMI = Return on marketing investment.

Sales Qualified Leads

Sales Qualified Leads Lead Scoring Lead Ranking ROMI

B2B Marketing Zone

Dear CEO: Fix these three things and increase revenue

What Percent of Leads Should Sales Close?

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