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Marketing

A collection of 7 posts

Revenue Drivers - Which Team is Accountable for Hitting Targets?

Revenue Drivers - Which Team is Accountable for Hitting Targets?

Marketing and sales teams are responsible for new business revenue, which is probably why the two have a history of blaming each other for missed targets.

How to Maximize Revenue From Your B2B Leads

Demand Generation

How to Maximize Revenue From Your B2B Leads

It’s better to have 10 good leads that are likely to convert, rather than 100 leads of average quality. Here are a few areas to consider when determining how to prioritize your leads.

How to Measure the Effectiveness of Your Demand Generation Efforts

Demand Generation

How to Measure the Effectiveness of Your Demand Generation Efforts

From lead and pipeline generation to bookings and revenue, we all strive to create effective programs that will reach our team and company goals.

The Cost of Opacity in Lead to Stage 1 Pipeline is a Revenue Killer

Marketing Featured

The Cost of Opacity in Lead to Stage 1 Pipeline is a Revenue Killer

Not knowing what’s converting in your lead funnel to stage 1 of the pipeline is the beginning of revenue shrink. This opacity leads to poor decision-making at the highest levels of GTM leadership. Hence the need for real-time and contextual data insights for strategic planning.

Marketing Channels to Activities to Closed Won Revenue

Marketing Featured

Predictability in B2B SaaS Marketing: From DemandGen to Pipeline & Revenue

It's 2022 and marketeers have still not been fully empowered to measure their DemandGen efforts across the funnel - a development that has a significant effect on pipeline generation and revenue attainment. Many thoughts and a few ideas in this blog on how to go about this peculiar situation.

Active ICP Refinement

Know your ICP: The Art & Science of B2B ICP Refinement

If your SDR-qualified to SAL conversion is poor and your pipe coverage is excellent but wins rates are not, then a wrong ICP would be among the top reasons. Active ICP refinement still seems an art not backed by enough data and actionable recommendations. It doesn’t have to be that way.

The Bottom-up approach to Sales Forecasting starts with the Marketing Funnel

Pipeline Featured

The Bottom-up approach to Sales Forecasting starts with the Marketing Funnel

Most sales forecasting starts once the deal is logged in the CRM. However, it's like attempting to win a battle once the enemy has landed at your shores. There's enough objective data and science to prove why forecasting needs to start with the marketing funnel.