Are we focusing on the right KPIs? This is a common question from portfolio companies seeking to calibrate the best methods to measure sales effectiveness. Sales leaders grapple with identifying KPIs that are insightful, reliable, and appropriate for their sales motion. The wrong KPIs can lead to unpredictability and inconsistency in...
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Alignment is one of the biggest reasons a sales team loses confidence in marketing. For B2B companies, the chain of events usually unfolds in the following way: In the end, the misleading metrics and underperformance of the marketing leads “teach” sales that all marketing leads seem worse than they actually...
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Account Based Marketing. It’s a term that gets thrown around the industry just as much as AI these days and can be pretty intimidating especially when trying to figure out how to get going. It seems like a beast that’s difficult to get your hands around. But guess what…it’s not....
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I’ve been in the Salesforce professional services world for what feels like an eon, mostly working with Sales Ops, Admins and Developers. In my early days as a Salesforce Admin, I actively avoided marketers. They were always asking for things that were difficult to deliver in Salesforce. They used terminology...
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Revenue! ABM! Customer Success! Sales and Marketing Alignment! Those are some of the key phrases on everyone’s lips at Pier 27 in San Francisco at the 2017 Revenue Summit for the past two days. It is language that we have all been living for the past three years, but I...
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The rift between sales and marketing is one that has been long standing in the B2B world. As someone fairly new to the B2B marketing space, I’ve come to find that despite this “rift”, some of my greatest learnings thus far have in fact come from across the pond. ...
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Four years ago to the day (whoa!) I wrote a blog that offered an explanation of and considerations for how to organize your Salesforce database in Leads and/or Contacts. Now that we are irrefutably in the midst of the “Age of ABM” I thought it would be prudent to take...
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If you are looking to measure the success of your digital campaigns, consider utilizing Digital Source Tracker as an optimal option to the method detailed below. Digital Source Tracker provides tracking of digital touches, organic traffic, and other types of referral traffic that comes to your site, pairing anonymous digital...
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As I’m traveling to the Forrester B2B Marketing conference today I can’t seem to get a break from the presidential contest. Of course the event is being held at the Trump National Doral Miami and heading through George Bush International Airport in Houston, Texas. While I’m looking forward to seeing...
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With today’s release of the IDC Salesforce Economy study, I thought this would be a good time to reflect on my first 3 months working as the Partner Manager of our Salesforce relationship at Full Circle Insights, an ISV partner within the Salesforce ecosystem. When I was interviewing for this...
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