SiriusPerspectives® Blog
Explore cutting-edge content focused on hot topics for b-to-b executives.
Three Ways to Set the Stage for Customer Onboarding
December 11, 2018 | By Amy Bills
- As new buyers become customers, smooth onboarding should be a top priority to set the stage for value achievement, retention and growth
- B-to-b organizations should consider what information to transfer from the buying process, how it will be shared and who is responsible for sharing it
- Sales and customer success, in particular, play an important role in building the foundation for effective onboarding
With Confidence Comes Authenticity: The SiriusDecisions Women’s Network Talks Leadership, Collaboration and Inspiration at TechX
December 06, 2018 | By Kate Pierpont
- The SiriusDecisions Women’s Network invited Lisa Cole of Huron, Amanda Kahlow of 6sense and Amanda Greene of Airbnb to join Megan Heuer and Marisa Kopec for a panel discussion at TechX
- “Debunking the Myths About Women’s Leadership” focused on data findings from the 2018 Leadership Study and the differences between how men and women view themselves as leaders
- The study showed that despite preconceptions, female leaders are very confident in their own abilities – and the panel echoed this sentiment
Great B-to-B Marketing Measurement Doesn’t Happen by Accident
December 04, 2018 | By Ross Graber
- B-to-b marketing leaders rely on a solid system of measurement to drive better decision-making
- Great measurement must be developed to answer key business questions for a properly understood audience of stakeholders
- By following a well-defined process, organizations can achieve aligned measurement that drives better performance
Account-Based Marketing
2019 Planning Assumptions Guide
Access NowThree Ways Data Can Make or Break Your 2019 Channel Strategy
November 29, 2018 | By Jessica Lillian
- Channel leaders often don’t even realize they have insufficient data – or they’re focusing on the wrong data – until performance starts suffering
- As suppliers restructure partner programs to accommodate new go-to-market models and partner types, data gathering becomes even more important
- Focus on getting the right data for partner programs, demand generation plans and customer advocacy initiatives
Yes, Your Buyers Really Do Want to Talk to You!
November 26, 2018 | By Barry Vasudevan
- Myth: Many buyers prefer their early interactions to only be non-human
- The data shows that buyers want a variety of interactions
- A buyer’s journey map must capture and reflect this variety to effectively engage buyers
Is Your Comp Plan Having a Mid-Life Crisis?
November 19, 2018 | By Anthony McPartlin
- Organizational growth is often determined by a company’s ability to adapt its go-to-market strategy to meet market needs
- To drive sales growth, companies must align the sales compensation approach with the organization’s maturity phase
- Continuing outdated compensation approaches introduces risk to incentive effectiveness, cost management and sales growth
2018 Global Chief Sales Officer Study
Get the studyFinancial Services Marketers Have a Bullish Outlook on Account-Based Marketing
November 15, 2018 | By Nicky Briggs
- Financial services marketers are adopting account-based marketing (ABM) at a faster rate than other industries, with more than 40 percent of companies in the industry planning to add ABM headcount
- The language and taxonomy of ABM has yet to standardize – and it goes by multiple names, which can present challenges
- ABM is helping break down siloes that have traditionally existed between sales and marketing in the industry – but this requires strong executive sponsorship from sales
Four Ways to Close Sales Knowledge Gaps
November 14, 2018 | By Christina McKeon
- SiriusDecisions’ 2018 Sales Talent Study uncovered the preferences, behaviors and perspectives of b-to-b sales reps and managers
- Comparing the results of high- and low-performing sales reps reveals what works and what doesn’t when closing gaps in sales knowledge
- Four key approaches to sales knowledge transfer drive better enablement and, ultimately, better sales performance
Key Regional Drivers Shaping CMOs’ 2019 Plans in North America, EMEA and Asia-Pacific
November 13, 2018 | By Meta Karagianni
- Confidence among b-to-b marketers is high; most of the more than 200 global CMOs surveyed expect their marketing budget to increase over the next two years
- North-American, EMEA and Asia-Pacific CMOs support different growth strategies that shape their marketing strategies and influence their marketing priorities
- Although North American, EMEA and Asia-Pacific CMOs have similar plans to add resources, marketing leaders must pay special attention to region-specific needs
Global Campaign Strategy and Execution
Explore the steps required to develop and implement integrated campaigns and highlight considerations for each step.
Access e-bookInterview With a SiriusStar: Bryan Hauptman, Datto (Part Two)
November 12, 2018 | By Sharon Smith
- The SiriusStars blog series provides an inside look at how select high-performing clients use SiriusDecisions research and analyst inquiry to increase revenue, meet and exceed goals, and transform their organizations
- In this edition, we continue our conversation with Bryan Hauptman, SVP of global sales at Datto
- We spoke with Bryan about his tips for other sales leaders, the value of working with SiriusDecisions and the sales technology he can’t live without
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