Activating an Account-Based Marketing and Sales Revenue Approach
Account-Based Marketing programs haven’t lived up to the promise and hype. Download the framework for 5 go-do’s to drive revenue performance.
3 Steps to Using Data to Idle Defection Risk and Improve CX
/in Customer Experience, Data-Driven Targeting Consumer Subscription Framework /by Jennifer RughYour success relies on how you manage your leaky retention bucket. Download the framework for 8 go-do’s to idle defection risk and improve your CX.
Prioritizing and Penetrating New Growth Pathways
/in Buyer Personas & Journeys, Channels, Coverage and Channel Design, Data-Driven Targeting, Growth Pathways Consumer Subscription Framework Marketing, Sales /by Jennifer RughCreating highly systematic and repeatable growth pathways to new revenue is difficult. Download our framework for a 3-step approach to successfully paving new growth pathways and get a checklist of 5 to-do’s.
Mapping Buyer Journeys for Optimal Engagement and GTM Performance
/in Content Marketing, Customer Experience, Lead Nurturing Framework Multi-Channel Sales Enablement /by Catherine ArtzCMOs and CROs face an increasingly complex environment to successfully engage new buyers with the complexity of more digital channel and shorter attention spans. With over 25+ years executing best-in-class buyer engagement programs, we know the core elements to attract and engage new buyers for greater ROI and faster sales cycles.
Designing a Best of Breed Partner Program
/in Sales & Channel Enablement Framework Multi-Channel Sales Enablement /by Catherine ArtzAs solution-markets continue to quickly innovate, partners are emerging as the front line against the changing marketplace. With over 25+ years executing best-in-class partner/channel programs, we know a well-designed partner program can set the stage for success…
Cross-Selling at Scale – Optimizing Your Sales and Marketing Motions for Account Growth
/in Cross-Selling, Sales and Marketing Management Framework Go-to-Market Strategy /by Catherine ArtzWith the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand…
Blending Art and Science to Optimize Sales Enablement Content
/in Sales & Channel Enablement Framework Multi-Channel Sales Enablement /by Catherine ArtzThe corner-stone of sales enablement is empowering sales resources with the right message in the right format for the right buying scenario. With over 25+ years executing best-in-class sales engagement programs, we know how to optimize the impact of sales enablement content…
Activating a Persona-Based Messaging Architecture
/in Sales & Channel Enablement Framework Multi-Channel Sales Enablement /by Catherine ArtzCMOs and product marketers face an increasingly high hurdle to engage with their prospective buyers. . Other than traditional online and offline marketing channels, they must provide their end-of-the-line sales resources with the right message based on each individual buyer’s personalized needs; a task that many sales and marketing organizations have had considerable difficulty with…
Multi-touch Attribution & Measuring Your Marketing Halo
/in ROI Consumer Subscription Framework Predictive Analytics /by Catherine ArtzOver decades of evolution, companies have developed multiple sales and marketing channels and have placed high importance on measuring each channel’s ROI. But, ROI-tunnel vision has led companies to focus their efforts on channels that are more easily measured, while channels with harder-to-measure success dwindle.
An Ethnographic Approach to Drive Customer Loyalty
/in Market & Consumer Insights Framework Market Intelligence /by Catherine ArtzToday’s companies are investing heavily into perfecting the design of their product or service. But what often slips through the cracks is the importance of a well-designed experience – from purchasing, to getting support, to even returning. These experiences are just as or more important than the product design, and friction points in the experience can greatly impact customer loyalty. Are you aware of the friction points in your customer experience?