Mike Belden
Director, Editorial
Author Insights
Blog
Quelles Astuces Pour Une Stratégie De Content Marketing Réussie ?
Les meilleurs créateurs de contenu utilisent 5 astuces pour gérer, créer et déployer des contenus pertinents et de qualité. Découvrez nos conseils d'experts.
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Five Keys to Successful Content Operations
- Every function in the B2B revenue engine must overcome operational challenges related to content
- Few organizations have achieved an advanced maturity level in developing and managing content
- An organization’s roadmap to content operations excellence should contain action items in five key areas
Blog
New Sales Operations Sunburst Model Debuts at Summit
- Steve Silver of Forrester introduced the latest version of the SiriusDecisions Sales Operations Sunburst at Summit 2020
- The Sales Operations Sunburst Model defines the core responsibilities of sales operations
- The new version of the model provides a detailed breakdown of six key accountabilities
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Summit 2019 Highlights: Customer Retention – A Sirius Methodology for Growth
- In their keynote session at Summit 2019, Lisa Nakano and Amy Bills provided insights into the typical causes of customer retention issues and how organizations can remedy them
- If there is no team or individuals whose primary mission includes customer retention – and no one gets paid less if customer churn rises – the focus just won’t be there
- Customer retention improvement efforts can be ramped up using a pilot program as part of a step-wise, continually improving approach
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Is Your Sales Asset Management Solution Delivering the Productivity Benefits You Expected?
- Many organizations that implement sales asset management (SAM) technology achieve some level of benefits, but over one-third still cite content findability as a top challenge
- To maximize the benefits of SAM technology, sales enablement practitioners need a realistic understanding of how reps spend their time and prefer to engage technology
- Sales asset creation and curation must align to specific selling motions and be informed by the behavior and preferences of top-performing reps as they interact with buyers
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Aligning Sales and Marketing Planning: Three Key Phases
- At Summit 2018 in Las Vegas, Steve Silver and Craig Moore of SiriusDecisions introduced a new model that helps organizations align their sales and marketing planning processes
- Failing to align sales and marketing during the planning process results in disconnects during execution
- Sales and marketing leaders must agree on points of intersection during the planning process and participate in joint planning sessions as a checkpoint
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Guest Speaker Platon Inspires Summit 2018 Audience of B2B Leaders
- The British photographer and philanthropist Platon, celebrated for his portraits of world leaders and celebrities, spoke to the Summit 2018 audience in Las Vegas
- As Platon showed his award-winning photographs and told stories about his interactions with his subjects, he also spoke eloquently about what makes a good leader
- Platon urged the B2B leaders attending Summit to uphold the leadership values of courage, empathy and respectful debate
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Channel Partner Segmentation: Identifying Emerging Superstars
- Just because a partner was a strong performer in the past, does that mean it will continue to produce at that level in the future?
- How can suppliers identify emerging superstar partners that may be sitting in the bottom 80 percent, just waiting for some attention?
- The Channel Partner Segmentation Model provides a structured, objective methodology for assessing partners
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Accelerating the B2B Revenue Engine
- By understanding the factors that drive revenue, B2B leaders can make better decisions about which actions and investments to prioritize
- Top-ranked revenue drivers include factors owned by sales, marketing and product as well as external market conditions
- The categories of revenue engine performance include growth rate, productivity and efficiency