Tag Archives: Sales Productivity
Summit 2013 Highlights: Apply Productivity Analysis to Improve B-to-B Sales Results
- 9th May 2013
- Robin Whiting
Time is the most valuable resource a sales rep has: “A salesperson has, typically, 50 hours in the week in which to work. It’s the job of both marketing and sales to ensure that those 50 hours are spent as productively as possible,” said Jim Ninivaggi, service director of Sales Enablement Strategies at SiriusDecisions, who spoke at Summit 2013 this morning. B-to-b organizations often struggle to keep reps focused on higher-yield activities that lead to closing deals and bringing in revenue. This was borne out by the results of an instant poll of the Summit 2013 audience: Only 1 percent of participants polled felt very confident that their reps are fully productive vs. 41 percent who are very confident that their reps are not fully productive.
Continue Reading....Four Proven Ways to Reach at Least 90 Percent Sales Quota Attainment
- 1st March 2013
- Alden Cushman
How can you improve the performance of your b-to-b sales organization? Set higher quotas? Provide higher commissions or accelerators? Increase training? Hire more sales specialists or, perhaps, administrators? Which levers should you push and why? In the past, we have written about the clear relationship between pipeline-to-quota ratios and pipeline conversion ratios and pipeline velocity (3x-or-less pipelines have better conversion rates, while 4x-or-more pipelines have faster velocity, but that does not make up for the worse conversion rates). Analysis of our sales benchmark data reveals four interesting commonalities between b-to-b organizations that reported at least 90 percent annual quota attainment for their sales force.
Continue Reading....Measuring the Success of Sales Assets
- 13th February 2013
- Edge Coble
During a recent visit to a travel agency, I was surprised by how little the agent knew about the destination I was considering. Let’s just say there are many TV ads for this kid-friendly vacation spot, but when I asked specific questions, the basic response was, “It is a really popular destination.” This was of little use in my decision process. I was expecting more insight – popular activities, comments from other vacationers, whether our travel dates coincide with the busy season. Instead, I am back at square one with too many choices and a fast-approaching vacation deadline. Reps often have this problem with their asset management tool. Listing what is hot or popular does have some benefits, but sales reps want content suggestions for their specific opportunities and sales stages. Needing to search for content on the system adds another administrative function to their already busy day.
Continue Reading....Rising Roles in Sales Operations
- 31st October 2012
- Mark Levinson
The sales operations function has existed for years within b-to-b sales organizations. I have seen it transform many times, and I see more transformation down the road. The good news: This transformation is for the better. From its humble beginnings focusing on tactical tasks like data analysis and reporting, sales operations has grown to become a critical and strategic role. The next evolution will bring a more specialized sales operations team that can adapt to support growing sales organizations or large, global sales teams.
Continue Reading....It’s Never Fully Qualified Until You Close
- 18th October 2012
- Jim Ninivaggi
You’re working the big deal, spending weeks or months in pursuit of the close. The buyer is giving you all the right signals; you are told you are a finalist – or even the vendor of choice. You move the deal diligently through your sales force automation opportunity system, reporting the forecasted revenue. The big day arrives when you are expecting the call to let you know that you’ve won the business, and … Bang. You find out the deal was never really yours to win.
Continue Reading....A “Sweet” Prediction for Big Blue
- 14th May 2012
- Mark Levinson
Big Blue just keeps growing. On April 13, IBM announced an agreement to acquire Varicent Software, a privately held Toronto-based provider of compensation analytics and sales performance management software. This is an interesting move by the global IT powerhouse, prompting me to gaze into my crystal ball to make a prediction on where IBM may be headed next.
Continue Reading....Learning From Losing
- 25th April 2012
- Mark Levinson
How many hours have sales operations leaders spent (or wasted) trying to get good data on lost opportunities? No doubt too many to calculate. However, what’s really important is that they don’t stop trying. The wealth of information for both sales and marketing that can be gathered from losing a deal is priceless. But the question still remains: How does sales operations increase the visibility of this buried treasure of information?
Continue Reading....What B2B Marketing and Sales Can Learn From Walmart
- 15th February 2012
- Jim Ninivaggi
Famous (and notorious) as a model of ruthless operational efficiency, Walmart is known for mastering just-in-time (JIT) delivery of goods – holding virtually no inventory – to extract from suppliers only what’s needed to sell. While we certainly don’t advocate that B2B marketing and sales adopt the type of adversarial vendor relationships Walmart is legendary for, its success does provide some valuable lessons.
Continue Reading....Five Myths About Top-Down Planning
- 4th January 2012
- Mark Levinson
Many B2B organizations are taking stock of their 2012 planning process. And many sales and sales operations leaders complain about why the top-down planning process does not work and results ...
Continue Reading....Your Reps Are Certifiable
- 5th December 2011
- Jim Ninivaggi
Sales enablement leaders often ask us how they can better measure whether their efforts are truly making an impact. While there are a number of ways to measure sales enablement, ...
Continue Reading....Subscribe by Email
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Our Analysts
-
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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
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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
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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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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
- 7974 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
- 7835 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
- 7469 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