Category Archives: Podcast
Podcast: Optimizing Your B2B Teleprospecting Efforts
- 8th October 2010
- Jonathan Block
Senior Vice President of Research, Tony Jaros, joins Jonathan Block for a podcast on the steps you can take to optimize your teleprospecting efforts (9.5 MB, 6:50). To download this ...
Continue Reading....Podcast: Time and Motion in B2B Sales
- 23rd July 2010
- Jonathan Block
Research analyst Jim Ninivaggi joins Jonathan Block for a podcast on the benefits of applying a time and motion study to B2B field sales (14.7 MB; 16:00). To listen to ...
Continue Reading....Podcast: Selling to Senior-Level B2B Executives
- 18th June 2010
- Jonathan Block
Research analyst Jim Ninivaggi joins Jonathan Block for a podcast on tips for selling to senior-level B2B executives (11.2MB; 9:45). To listen to this podcast, please Click Here.
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Our Analysts
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Three Problems With Product Roadmaps
A product roadmap is an important strategic framework that provides direction and guidance to internal and external stakeholders. It provides a plan for how the product's vision will be realized and reflects strategic priorities including specific market segments and customer needs. However, while there’s general agreement that preparing a roadmap is important, the reality is that often roadmaps are not as effective in practice. The problems generally fall into one of three categories.
- 21st November 2012
- 7990 views
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 7839 views
-
Six 2013 Predictions for Marketing Automation
In my last post, I discussed how the marketing automation platform (MAP) space has evolved during the last 12 months. This week, I present six ways SiriusDecisions predicts the MAP market will evolve during the next 12 months. I have broken these into three broad categories – marketplace dynamics, MAP technology and customer usage.
- 9th October 2012
- 7475 views
-
Prepare Your Reps for Improvisation
I recently watched one of my all-time favorite comedies, the 1984 classic This Is Spinal Tap, a “rockumentary” following the fictitious band Spinal Tap as it tours the U.S. desperately looking to regain its lost popularity. Rob Reiner starred and directed a cast that included Harry Shearer, Christopher Guest and Michael McKean, all famous for their comic improvisation. Most of the movie was ad-libbed; the actors were given rough outlines instead of scripts to memorize for their scenes and simply worked off each other. The talent and skill of this ensemble resulted in one very funny movie. The job of sales enablement, to a degree, is to prepare reps for improvisation. I’m not talking about showing up on sales calls and making things up off their top off their heads – but the ability to spontaneously adapt and react to whatever happens on a call and with a buyer.
- 21st May 2013
- Jim Ninivaggi
-
Maybe You Already Have Enough Data for Analytics: Part II: More Insight With Touch Analysis
In my last post, I described marketing touch analysis and how to use this information to “do more of what works, and less of what doesn’t.” Today, I add more variety to the approach and explain how to gain better insight into the effectiveness of your marketing tactics. I promise to keep the rocket science out of this discussion to help you better understand what this stuff is and how it can help you with your work. There are pragmatic ways you can take advantage of these techniques without a staff of scientists.
- 20th May 2013
- Craig Moore
-
Reflections on Summit 2013 Through a Sales Enablement Lens
Last week, SiriusDecisions hosted more than 1,500 attendees at our annual Summit, held at the Manchester Grand Hyatt in San Diego. As a new member of the SiriusDecisions team, it was a wonderful experience to watch my colleagues in action as they presented our latest research and insights to the entire crowd. The presentations covered a wide range of topics important to b-to-b marketing, sales and product leaders, from the rearchitected waterfall to the unified integration model. But sprinkled throughout each presentation was a subject that is near and dear to me – sales enablement. As I made the rounds and introduced myself, the conversation consistently turned to sales enablement, even before I mentioned that I cover this area. Here are my answers to three of the questions I encountered most often during those discussions:
- 17th May 2013
- Edge Coble
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 13 comments
-
Don’t Do Personas for Personas’ Sake
Formed by combining demographic attributes with preferences, personas embody a type of buyer. A frequent misconception I see as an analyst is when companies presume they should do personas simply ...
- 11th May 2012
- 8 comments
-
Making the Case for Teleprospecting
At SiriusDecisions Summit 2012, we revealed our updated demand waterfall, and in the process clarified the important role the teleprospecting function plays in demand creation. Many organizations, however, are just beginning to make the case for incorporating a teleprospecting team (internal or outsourced) into their demand creation efforts.
- 15th June 2012
- 8 comments
-
Three Problems With Product Roadmaps
A product roadmap is an important strategic framework that provides direction and guidance to internal and external stakeholders. It provides a plan for how the product's vision will be realized and reflects strategic priorities including specific market segments and customer needs. However, while there’s general agreement that preparing a roadmap is important, the reality is that often roadmaps are not as effective in practice. The problems generally fall into one of three categories.
- 21st November 2012
- 7990 views
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 7839 views
-
Six 2013 Predictions for Marketing Automation
In my last post, I discussed how the marketing automation platform (MAP) space has evolved during the last 12 months. This week, I present six ways SiriusDecisions predicts the MAP market will evolve during the next 12 months. I have broken these into three broad categories – marketplace dynamics, MAP technology and customer usage.
- 9th October 2012
- 7475 views
-
Prepare Your Reps for Improvisation
I recently watched one of my all-time favorite comedies, the 1984 classic This Is Spinal Tap, a “rockumentary” following the fictitious band Spinal Tap as it tours the U.S. desperately looking to regain its lost popularity. Rob Reiner starred and directed a cast that included Harry Shearer, Christopher Guest and Michael McKean, all famous for their comic improvisation. Most of the movie was ad-libbed; the actors were given rough outlines instead of scripts to memorize for their scenes and simply worked off each other. The talent and skill of this ensemble resulted in one very funny movie. The job of sales enablement, to a degree, is to prepare reps for improvisation. I’m not talking about showing up on sales calls and making things up off their top off their heads – but the ability to spontaneously adapt and react to whatever happens on a call and with a buyer.
- 21st May 2013
- Jim Ninivaggi
-
Maybe You Already Have Enough Data for Analytics: Part II: More Insight With Touch Analysis
In my last post, I described marketing touch analysis and how to use this information to “do more of what works, and less of what doesn’t.” Today, I add more variety to the approach and explain how to gain better insight into the effectiveness of your marketing tactics. I promise to keep the rocket science out of this discussion to help you better understand what this stuff is and how it can help you with your work. There are pragmatic ways you can take advantage of these techniques without a staff of scientists.
- 20th May 2013
- Craig Moore
-
Reflections on Summit 2013 Through a Sales Enablement Lens
Last week, SiriusDecisions hosted more than 1,500 attendees at our annual Summit, held at the Manchester Grand Hyatt in San Diego. As a new member of the SiriusDecisions team, it was a wonderful experience to watch my colleagues in action as they presented our latest research and insights to the entire crowd. The presentations covered a wide range of topics important to b-to-b marketing, sales and product leaders, from the rearchitected waterfall to the unified integration model. But sprinkled throughout each presentation was a subject that is near and dear to me – sales enablement. As I made the rounds and introduced myself, the conversation consistently turned to sales enablement, even before I mentioned that I cover this area. Here are my answers to three of the questions I encountered most often during those discussions:
- 17th May 2013
- Edge Coble
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 13 comments
-
Don’t Do Personas for Personas’ Sake
Formed by combining demographic attributes with preferences, personas embody a type of buyer. A frequent misconception I see as an analyst is when companies presume they should do personas simply ...
- 11th May 2012
- 8 comments
-
Making the Case for Teleprospecting
At SiriusDecisions Summit 2012, we revealed our updated demand waterfall, and in the process clarified the important role the teleprospecting function plays in demand creation. Many organizations, however, are just beginning to make the case for incorporating a teleprospecting team (internal or outsourced) into their demand creation efforts.
- 15th June 2012
- 8 comments
-
Three Problems With Product Roadmaps
A product roadmap is an important strategic framework that provides direction and guidance to internal and external stakeholders. It provides a plan for how the product's vision will be realized and reflects strategic priorities including specific market segments and customer needs. However, while there’s general agreement that preparing a roadmap is important, the reality is that often roadmaps are not as effective in practice. The problems generally fall into one of three categories.
- 21st November 2012
- 7990 views
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 7839 views
-
Six 2013 Predictions for Marketing Automation
In my last post, I discussed how the marketing automation platform (MAP) space has evolved during the last 12 months. This week, I present six ways SiriusDecisions predicts the MAP market will evolve during the next 12 months. I have broken these into three broad categories – marketplace dynamics, MAP technology and customer usage.
- 9th October 2012
- 7475 views
-
Prepare Your Reps for Improvisation
I recently watched one of my all-time favorite comedies, the 1984 classic This Is Spinal Tap, a “rockumentary” following the fictitious band Spinal Tap as it tours the U.S. desperately looking to regain its lost popularity. Rob Reiner starred and directed a cast that included Harry Shearer, Christopher Guest and Michael McKean, all famous for their comic improvisation. Most of the movie was ad-libbed; the actors were given rough outlines instead of scripts to memorize for their scenes and simply worked off each other. The talent and skill of this ensemble resulted in one very funny movie. The job of sales enablement, to a degree, is to prepare reps for improvisation. I’m not talking about showing up on sales calls and making things up off their top off their heads – but the ability to spontaneously adapt and react to whatever happens on a call and with a buyer.
- 21st May 2013
- Jim Ninivaggi
-
Maybe You Already Have Enough Data for Analytics: Part II: More Insight With Touch Analysis
In my last post, I described marketing touch analysis and how to use this information to “do more of what works, and less of what doesn’t.” Today, I add more variety to the approach and explain how to gain better insight into the effectiveness of your marketing tactics. I promise to keep the rocket science out of this discussion to help you better understand what this stuff is and how it can help you with your work. There are pragmatic ways you can take advantage of these techniques without a staff of scientists.
- 20th May 2013
- Craig Moore
-
Reflections on Summit 2013 Through a Sales Enablement Lens
Last week, SiriusDecisions hosted more than 1,500 attendees at our annual Summit, held at the Manchester Grand Hyatt in San Diego. As a new member of the SiriusDecisions team, it was a wonderful experience to watch my colleagues in action as they presented our latest research and insights to the entire crowd. The presentations covered a wide range of topics important to b-to-b marketing, sales and product leaders, from the rearchitected waterfall to the unified integration model. But sprinkled throughout each presentation was a subject that is near and dear to me – sales enablement. As I made the rounds and introduced myself, the conversation consistently turned to sales enablement, even before I mentioned that I cover this area. Here are my answers to three of the questions I encountered most often during those discussions:
- 17th May 2013
- Edge Coble
-
Five Myths About Account-Based Marketing
It must be something in the spring air, but lately SiriusDecisions clients are coming to us with lots and lots of questions about account-based marketing (ABM). ABM is a broad category, including everything from one-to-one marketing to named accounts to customer marketing.
- 1st May 2012
- 13 comments
-
Don’t Do Personas for Personas’ Sake
Formed by combining demographic attributes with preferences, personas embody a type of buyer. A frequent misconception I see as an analyst is when companies presume they should do personas simply ...
- 11th May 2012
- 8 comments
-
Making the Case for Teleprospecting
At SiriusDecisions Summit 2012, we revealed our updated demand waterfall, and in the process clarified the important role the teleprospecting function plays in demand creation. Many organizations, however, are just beginning to make the case for incorporating a teleprospecting team (internal or outsourced) into their demand creation efforts.
- 15th June 2012
- 8 comments