Technology and Sales Productivity, Part 2: Opportunity Management
September 18, 2019 | By Jacques Begin
- Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
- Six key activities determine what technology can be leveraged for opportunity management
- Technology solutions can improve opportunity management by automating sales activities and informing, advising and predicting outcomes at various points in the sales cycle
Tug of War: The CMO vs. Regional Business Leader
September 17, 2019 | By Mavis Liew
- Regional marketing leaders must learn how to align two different sets of priorities: the CMO vs. regional business leader
- Determining what and how to allocate resources to fulfill objectives is critical for the success of regional marketers
- A framework to support marketing leaders to reconcile corporate and regional priorities will be presented at the SiriusDecisions Summit APAC event
SiriusDecisions Demand Unit Waterfall™
Access NowInterview With a SiriusStar: Heidi Kovac, CUNA Mutual Group
September 16, 2019 | By Luis Gonzalez
- 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 Heidi Kovac, director of sales planning at CUNA Mutual Group
- We sat down with Heidi to discuss establishing a launch strategy and redefining product launch tiers with the customer as the number one focus
Common Pitfalls of Joint Business Planning With Channel Partners and How to Avoid Them (Part One)
September 12, 2019 | By Stephanie Sissler
- The first step on the path to successful joint business planning is recognizing that it’s not a highly recommended or obligatory annual task — it’s an ongoing partnership imperative to drive revenue
- Joint business planning with channel partners is one of the most effective means of driving alignment and more profitable revenue growth
- Joint business planning is a learned skill that must be supported by a proven standardized process, the right data and insights, easy-to-use tools, and ongoing training and coaching
Your Revenue Engine:
Built for Speed, or About to Break Down?
Access E-BookWhy Are Buyer Insights So Vital for Product, Marketing and Sales Leaders?
September 11, 2019 | By Katie Fabiszak
- Product, marketing and sales leaders need buyer insights to support an audience-centric go-to-market strategy
- Most B2B companies struggle to gather the knowledge and insights needed to become audience-centric
- SiriusDecisions’ Buyer Insights Reports help B2B organizations better understand buyer behaviors and preferences
When Tele and Sales Start Low, Revenue Engine Performance Goes High
September 09, 2019 | By Kerry Cunningham
- The Demand Unit Waterfall™ is not just about measurement, but also about planning
- Think of intent signals and leads as layers of evidence about where to invest tele and sales efforts
- When tele and sales teams start their outreach lower in the Demand Unit Waterfall, they are more effective