Naomi Marr
Principal Analyst
Author Insights
Blog
Stuck Stage-Zero Opportunities Expose Critical Gaps In Sales Processes
Expose the root cause behind stuck stage-zero opportunities and whose responsibility it is to progress them.
Blog
Reorganizing Your Frontline Marketing Teams Without Clear Purpose Is Marketing Malfeasance
This blog dives into the pitfalls of team reorganizations without a core purpose. Learn how to identify root causes and ensure that your reorganization efforts hit the mark.
Blog
For Demand And ABM Teams, 2025 Won’t Be About Doing The Same With Less But Rather Doing Better With Less
Forrester’s Budget Planning Survey, 2024, uncovers a dual narrative for marketers in the coming year: The challenge lies in managing tight budgets but also in the dichotomy of needing to invest in recent technology- and process-related advancements to stay relevant. Strategic budget divestment is required in this environment.
Blog
Why Is Demand Marketing An Obstacle To Its Own Success?
Organizations must stop working in silos and align their marketing, sales, and customer success strategies to one thing: buyer needs. A unified frontline marketing approach will enhance customer experiences, drive growth, and ensure that marketing efforts contribute meaningfully to the revenue process.
Blog
Frontline Marketing “Innovation Coalition” Key To Generative AI Success For B2B Marketers
Frontline B2B marketing functions such as demand and ABM may be more intensely impacted than others by generative AI. Learn how these teams can take charge.
Blog
Standing On The Shoulders Of Giants For A Greater Good
In 1675, Isaac Newton was credited with bringing the phrase “standing on the shoulders of giants” to modern conversations. The idea is that progress is made faster and easier by leveraging the collective thinking of all those who came before. For me, the phrase symbolizes the great thinkers who took harder roads and solved more […]