Sales Marketing Alignment
The ultimate resource for lead nurturing, whether you're just starting to think about lead nurturing in your business or are looking for ways to enhance and optimize your existing programs.
In the final part of our Marketing in a Downturn series, we’re examining the importance of getting your sales and marketing teams aligned. (Read Part 1: Lead Generation and Nurture and Part 2: Content, Content, Content.)
Historically, the relationship between marketing and sales has been (to put it politely) problematic, with lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. But in an age of cautious spending, no company can…
Continue Reading »
Revenue Performance Management (RPM) is a strategy that allows you to track and measure each of your marketing initiatives so that you can connect them to the amount of revenue they generate. Then you can focus your resources on the marketing programs with the greatest return. Revenue Performance Management is a comprehensive business strategy that involves not only the Marketing department, but the Executive team and the Sales department as well. Here’s what Revenue Performance…
Continue Reading »
Recently, Marketo launched an in-depth survey of B2B companies to see how well they are maximizing the return on their marketing dollars. The preliminary results are in, and they are very telling. So, how do the top performing companies achieve their results? For starters, they sell more.
Seems like a no brainer, doesn’t it?
But when I say they “sell more,” I don’t mean they “sell more products and services” (although they do). What I mean is that they “spend more of their time…
Continue Reading »
“Revenue Performance Management” (RPM) will be one of the most important business concepts to emerge in this decade. The future of B2B revenue revolves around it. Your success as an organization depends upon it. And your career as a leader may hinge upon it.
How do we know? Because according to a new survey conducted by Marketo, RPM Leaders achieve 128% more revenue against their plans than average companies, and 178% more than the least mature companies.
So, what is it RPM?
We define
Continue Reading »
Most of us have come a long way and have witnessed how life was before Google, or even before Twitter and LinkedIn. It is difficult to imagine the world without them now!
Similarly, we have also seen how traditional marketing use works, and how we market today with the goal to get to Closed Loop Marketing to generate more revenue. In a nutshell, with a Closed Loop Marketing approach, marketers are responsible for more than branding and product updates, and need to watch customer…
Continue Reading »
There’s nothing more frustrating than struggling to put a top-notch B2B marketing effort together, only to hit a brick wall of poor sales results. Often the wall exists as a function of poor sales and marketing alignment. This isn’t a new dilemma; companies have been dealing with the successful transition of leads from marketing to sales for what seems like forever.
If you are experiencing trouble with your sales funnel, explore our 3 common reasons for trouble based on sales and…
Continue Reading »
You may have heard recently that Marketo has grown to a family of over 1,000 customers, which has been a tremendous success for our organization. But almost more notable here has been our ability to focus our sales upstream; changing from an SMB sales focused organization to one that supports the revenue success of some of the largest global corporations in the world. Many think that this happened (and continues to happen) because we added product features that support enterprise…
Continue Reading »
The Definitive Guide to Sales Lead Qualification and Sales Development
One of the best pieces of organizational wisdom I’ve ever received is to pay the most attention to “batons” that cross functions. Wherever two or more departments share ownership and responsibility, conditions are ripest for problems.
This is especially true in the handoff between marketing and sales. We’ve written a lot about this topic: even though Sales is from Mars and Marketing is from Venus, companies that…
Continue Reading »
In the most recent Revenue Masters webinar reviewing Marketo’s latest eBook, The Definitive Guide to Lead Scoring, Andrew Spoeth, Sr. Program Marketing Manager at Marketo, shares the top things you should consider when improving lead scoring strategies at your company. Because there was a lot of ground to cover in the webinar, we had to cut out some slides. Here’s what you missed:
Getting Started with Lead Scoring:
Gather information with your sales team
- Review past deals and current…
Continue Reading »
In a recent webinar, Marketing’s Impact on Revenue – How to Measure, Optimize and Predict It, Ken Moorhead and Isaac Pellerin from Compendium discussed how Revenue Cycle Anlalytics helps them prove marketing’s impact on revenue to their organization. Download the webinar, check out the quick summary below, or download the slides from SlideShare to see firsthand how Compendium leverages analytics tools such as the Revenue Cycle Explorer and the Revenue Cycle Modeler to improve…
Continue Reading »
Older Posts
