Five Benefits to Focusing Your Organization’s Go-to-Market Efforts
February 21, 2020 | By Beth Caplow
- When organizations are unclear about who they target, they experience internal disarray and fail to gain momentum in the market
- At SiriusDecisions, we’ve seen many companies reset outcomes by aligning on a well-researched set of target market segments and buyer audiences
- Portfolio marketers must lead the charge and identify the most opportune markets and buyers to target
Getting and Keeping a Seat at the Table: What Channel Sales Leaders Need to Do Differently
February 18, 2020 | By Stephanie Sissler
- Channel sales leaders must sharpen their business acumen and align their actions with the company’s strategy to gain internal support
- Today’s buyers and solutions are changing, making it imperative to increase the rigor around recruitment and determine whether current partners are the right ones
- Channel sales leaders must become trusted advisors to other company leaders — e.g. by providing peers with the data and insights they need to succeed
B2B Marketing Certification Program
Learn MoreSurprise! You Can Set Up the Demand Unit Waterfall™ in Salesforce With Standard Functionality
February 13, 2020 | By Vicki Brown
- The Salesforce winter 2020 release incorporates updates that allow users to set up the SiriusDecisions Demand Unit Waterfall with standard functionality
- Users can systemize and connect contacts with buying groups within Salesforce using the new features of the opportunity contact role object
- Allowing marketing, teleservices and sales to attach additional contacts to an opportunity and complete the buying group enables teams to deliver better-informed responses to buying group members
Lighten the Load on Your Sales Organization to Move Faster!
February 10, 2020 | By Mike Pregler
- Many emerging-growth organizations are using inside sales as a fast and agile way to accelerate revenue growth
- Mature organizations are using inside sales as a cost-efficient way to continue and expand revenue growth
- A sales leader should follow five essential steps to stand up the inside sales function
Chief Sales Officer: 2020 Planning Guide
Access GuideHealthcare Pricing and Packaging: Moving to Value-Based Subscription Pricing
February 06, 2020 | By Alan Gonsenhauser
- Healthcare organizations realize higher revenue and profit when their pricing and packaging reflect value offered to their buyers
- Most organizations lack a consistent, repeatable process to develop value-based pricing and packaging
- The SiriusDecisions Pricing and Packaging Blueprint is a four-phase process for developing pricing and packaging that supports organizational growth and profitability goals
What Super Bowl Ads Teach Us About the Real Effectiveness of Digital Advertising
February 05, 2020 | By Ian Bruce
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- B2B organizations often build their digital advertising ROI using faulty assumptions
- New research strongly suggests that most digital advertising investments are wasted
- Organizations can learn a lot about the real benefits of advertising from studying Super Bowl ads