Our Blog

Marketing & Sales insights to help develop and execute effective marketing strategies and tactics.

Understanding B2B Buyer Personas

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Understanding B2B buyer personas places an organization in the best position to align go-to-market resources in a laser-like fashion. According to “Understanding B2B Buyers a 2016 Benchmark Study, companies that consistently met or exceeded their marketing qualified lead and bookings targets by developing, maintaining and incorporating personas into their daily routines. The question then is, “So if the value…

Sales & Marketing Hand-offs & SDRs

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Sales & Marketing Hand-offs are the key to create a predictable, sustainable, efficient and effective sales pipeline.  The hand-off of Marketing Qualified Leads (MQLs) between lead generation (demand creation, field marketing) and demand management (sales development or business development reps) and the hand-off of meetings between demand management and the field sales team (Qualified Sales Opportunities (QSOs)) will…

The Effectiveness of the SDR Activity Model

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The success of any demand management function can be directly traced backed to the effectiveness of the SDR activity model, assumptions, conversion estimates and the process used to set priorities.  Take the time to build or rethink the resources, processes and systems that are used to follow-up on leads which are typically generated by marketing programs…

Go-to-Market Insights For B2B Marketers

Below are some go-to-market insights for B2B marketers that have written by a CMO to facilitate go-to-market strategy development and execution. Go-to-Market Insights – A Sales Messaging Framework Expand the marketing communications strategy to support a sales messaging framework that supports customer and prospect conversations and facilitates customer acquisition and expansion. Read More >>  Guerrilla…

Go-to-Market Sales Strategies

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Go-to-Market Sales strategies are challenged each and every sales quarter as B2B organizations try to close more deals, faster and at higher price points. Go-to-Market Sales Strategies A Go-to-Market Sales challenge for B2B organizations each quarter is to address how the sales team can get more at bats and increase conversion and sales velocity. Several obstacles…

Insights into IT Expenditures and IT Decision Making

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B2B Sales and Marketing teams spend inordinate amounts of time trying to understand and target IT expenditures and IT decision making to optimize their go to market plans. Any and all insights into how IT budgets are assembled and how IT technology purchases are made will directly and positively impact marketing ROI. IDG Enterprise conducted…