Mon, 29 August 2016
As a marketing leader, you must drive revenue growth by connecting corporate marketing with the field. SBI recently spoke with Tracy Hansen, the chief marketing officer at Renaissance Learning, the world leader in cloud-based assessment, teaching and learning solutions. Listen as Tracy discusses how she executes field marketing inside of Renaissance Learning.
During the show, Tracy will answer question such as:
Ultimately, field marketing is the connective tissue between corporate and the field. Without it, marketing teams will fail to produce revenue. Listen as Tracy describes how she has successfully implemented field marketing at Renaissance learning.
Mon, 22 August 2016
Content strategy and planning is a critical piece to your marketing strategy. As a marketing leader, you must earn brand preference by satisfying the information needs of your target customers. We recently spoke with Steve Keifer, the vice president of marketing at LeaseAccelerator. Listen as Steve explains how he develops and executes his content marketing strategy.
Steve has over ten years’ experience and is responsible for driving the demand for LeaseAccelerator’s SaaS solutions. During the show, he will answer questions such as:
For content marketing to generate revenue, you must understand what your customers need, where they need it, how often they need it and in what form. Without this information, your content marketing efforts will fails to contribute to revenue growth in a meaningful way. Listen as Steven shares his insights on how to successfully implement a content marketing strategy.
Mon, 15 August 2016
Traditional demand generation and lead management does not work for companies that are dependent on a small number of accounts that spend a lot. Instead marketing teams must replace leads with opportunities for the sales team. SBI recently spoke with Gahan Richardson, the vice president of corporate marketing at Cypress Semiconductors. Listen as Gahan explains his approach to account based marketing and how he uses it to set his sales team up for success.
During the interview, Gahan will answer questions such as:
If your sales team lives and dies by the big deal, growing revenues faster than your competitors and industry will require a shift in behavior. Listen here as Gahan explains how account based marketing will help you make your number.
Direct download: Is-an-Account-Based-Marketing-Strategy-for-You.mp3
Category:Marketing Strategy -- posted at: 5:29am EST
Mon, 8 August 2016
Getting an increase in sales head count is difficult. Additionally, when new sales people are hired, there is an expectation to generate revenue growth as quickly as possible. Essentially, sales enablement’s responsibility is to onboard new reps and drive revenue per sales head and time to productivity. SBI recently spoke with Kent Cissell, the senior vice president of sales operations at Heartland Payment Systems on this topic. Listen as Kent discusses sales enablement and why it’s key to the success of your overall sales strategy.
Kent oversees a varied sales operations team which includes the traditional sales enablement function at Heartland, one of the largest payment processors in the US. During the interview, he will answer questions such as:
Sales enablement is a key piece to your sales strategy. Neglect it and forgo adding sales head count in the future. Listen as Kent describes to how develop and execute a successful sales enablement strategy. And if after listening, you want to learn more, you can download our workbook, How to Make Your Number in 2017. It’s your step by step guide to a complete sales strategy, which includes a strong sales enablement program.
Mon, 1 August 2016
This week on the SBI Sales and Marketing Podcast we speak with Dave Longaker, the chief revenue officer at Rovi Corporation about how to determine the best sales organizational structure.
We start the discussion by determining which of the 7 B2B sales org models is best to achieve revenue growth. Dave will discuss how to determine the types of roles, and the sales headcount need for each. Furthermore, he will explain how sales leaders should deploy their sales capacity against the market opportunity.
Dave will continue by discussing how to determine which sales channels buyers want to buy from, and what level of sales specialization they are willing to pay for. And he will walk our audience through how to effectively transition from one sales organizational structure to another in order to best achieve revenue growth.
Want more weekly insights like this to help you make your number? Subscribe to SBI’s Sales and Marketing Podcast and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.
Direct download: sales-organizational-structure-transforming-siloed-sales-team-into-a-unified-sales-team.mp3
Category:Sales Strategy -- posted at: 5:40am EST