SiriusPerspectives® Blog
Explore cutting-edge content focused on hot topics for b-to-b executives.
Seven Sales Operations Trends for 2019
September 18, 2018 | By Dana Therrien
- SiriusDecisions has identified seven trends that should drive the priorities of sales operations leaders in 2019
- Artificial intelligence is increasing sales’ effectiveness and efficiency
- Sales and marketing are finally eliminating the artificial barriers between them
Three Customer Quotes About Sales Enablement That Are “Full Send”
September 17, 2018 | By Peter Ostrow
- Sales enablement is a challenging blend of art and science that requires an extensive understanding of your internal customer
- Organizations taking a holistic view of enablement – focusing on building great reps instead of conducting simple knowledge transfer – produce win-win results all around
- While the research and advisory business focuses on teaching and guiding customers, sometimes you can learn a lot from them as well
Interview with a SiriusStar: Mark Erwich, VP Marketing, Imprivata
September 13, 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 feature Mark Erwich, VP Marketing at Imprivata
- We caught up with Mark to discuss what makes for an optimal marketing organization in the healthcare industry, what his dream job would be if he weren’t a marketer, and tips for success he would offer to other marketing leaders leveraging SiriusDecisions
Account-Based Marketing
2019 Planning Assumptions Guide
Access NowTop Five Windows of Opportunity for Marketing Operations Leaders in 2019
September 12, 2018 | By Craig Moore
- SiriusDecisions has identified five windows of opportunity that should drive the agenda of marketing operations leaders in 2019
- Marketing operations leaders have the opportunity to drive strategic initiatives across data, infrastructure, planning and measurement
- Take advantage of the momentum from new and emerging data privacy regulations to implement a consistent, data-driven approach for marketing activities
Customer Health Scores: A Not-So-Secret Weapon
September 11, 2018 | By Amy Bills
- Organizations must see opportunities and risks in existing customer accounts to drive retention and growth
- A customer health scorecard is a useful tool for providing that insight to customer success and customer marketing
- Organizations should make technology decisions on the basis of their ability to gather the relevant data for a health scorecard
Top Five Healthcare Marketing Planning Assumptions for 2019
September 11, 2018 | By Alan Gonsenhauser
- SiriusDecisions has identified five areas of opportunity that should drive the priorities of healthcare marketing leaders in 2019
- Strong cross-functional alignment is the foundation of accelerated growth and improved sales, marketing and product productivity
- Health IT, device, biotech, diagnostics and payer organizations should work across silos to improve customer focus, fix redundancies and manage content effectively
2018 Global Chief Sales Officer Study
Get the studySo, You Think You Can Dance? Try the Sales-to-Customer-Success Cha-Cha
September 10, 2018 | By Amy Bills
- The need for a customer-centric, data-driven approach continues as the buying process transitions into the post-sale customer experience
- Teams responsible for the post-sale customer experience rely on the transfer of accurate profile and activity data from the buying process
- Sales and customer success teams must be particularly clear on their roles as partners in this transition as the customer relationship progresses
If You Give a Customer a Cookie
September 10, 2018 | By Lisa Nakano
- SiriusDecisions has identified five actionable planning assumptions that will drive the agendas of customer engagement leaders in 2019
- Customer success, customer marketing and customer experience leaders are making significant progress toward adequate visibility and investment in existing customers
- Customer engagement practitioners must continue to improve the customer experience to support retention, loyalty, growth and advocacy
Six Tips for Addressing Email Overload in Your Sales Organization
September 07, 2018 | By Steve Silver
- Although email is a critical communication tool, it can often contribute to information overload
- Using email effectively improves the exchange of ideas and information
- To improve your email style, prioritize information that’s important and helpful to your audience
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: Zoe Mol, S&P Global Platts
September 06, 2018 | By Bethany Lewis
- 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 feature Zoe Mol, VP global marketing and conferences at S&P Global Platts
- We chatted with Zoe to discuss the typical day in a CMO’s life, the marketing technologies she cannot live without and some early wins she has achieved with the help of SiriusDecisions
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