Robin Whiting
Principal Editor
Author Insights
Blog
Existing Products: The Middle Child of the Product Portfolio
- Many B2B organizations focus mainly on developing and launching new offerings, which starves current offerings of much-needed resources
- Product managers are often unsure how to manage in-market products to drive financial and market performance
- Lisa Singer explained how to develop a growth strategy for existing products in her Summit presentation “Managing Products for Growth”
Blog
Jellyfish and the Future of B2B Buying
- B2B buyers are altering their behaviors in response to changes in their environment
- B2B buyers expect their buying interactions with organizations to be open, connected, intuitive, and immediate
- Amy Hayes and Steve Casey analyzed these trends in their keynote Summit presentation “The Future of Buying: How to Anticipate and Plan for Your Buyers’ Evolving Expectations”
Blog
How to Win Friends and Influence People (So They’ll Approve Your Tech Stack Investment Recommendations)
- One of the keys to securing investment for your tech stack: Know your audience
- Those who seek budget for technology would be wise to build a use case that ties that technology to a business need
- If at first you don’t succeed, find out why, and try, try again
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How Treating Your Content Like Data Can Help You Deliver Meaningful Interactions
- Content must be treated as data to deliver on the increasing expectations of B2B buyers
- A modular approach to content is key to an organization’s ability to capture and classify valuable insights
- Marketers must be able to respond to customers in real time with content that motivates the next-best action
Blog
Fueling the Revenue Engine by Bridging the Functional Technology Gap
- The problem with function-specific siloed tech stacks is that they don’t talk to each other
- Instead of vertical tech stacks, the Revenue Engine Tech Stack Model is built in horizontal layers across channels
- This new paradigm comprises four layers: data, analytics, orchestration and delivery
Blog
Summit 2019 Highlights: The Secrets of Talking to Executives
- At this year’s SiriusDecisions Summit, Monica Behncke and Phil Harrell shared their secrets for communicating with executives
- All executives have certain things in common – they have little time and they’re under constant pressure
- They also have their differences, and leaders who want to their message across must learn to speak to these differences
Blog
Attention All Sales Leaders – Should You Be Using Dedicated or Hybrid Sales Roles?
- Sales leaders must make the best use of dedicated and hybrid sales roles to suit the characteristics of their organizations
- In highly competitive markets, dedicated sales roles enable organizations to compete for new-logo business and protect existing accounts
- Startups and organizations experiencing accelerated growth should keep the sales organization simple and choose hybrid roles
Blog
Strategic Account Planning – Secrets of How to Win Together
- High-growth organizations are 60 percent more likely than others to have a central planning process with strong alignment across marketing, sales and product
- Strategic account planning requires strong alignment between sales account teams and their marketing colleagues
- A comprehensive sales account plan is the starting point for strategic account planning
Blog
Moving From a Perpetual to a Recurring-Revenue Model: Where to Start
- A revenue stream refers to how revenue is recognized when an offering is sold
- Many B2B companies have moved from a perpetual to a recurring-revenue business model
- Sales operations needs to know how to value different types of revenue stream opportunities
Blog
Defining Digital Transformation
- “Digital transformation” has become a buzz phrase with many different meanings
- Marisa Kopec and Gil Canare delivered a presentation on digital transformation at SiriusDecisions Summit 2018
- Three types of business change are enabled by technology: relate, operate and evolve
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Summit 2018 Preview: Making Sense of Sales Intelligence
- Relevance to sales leaders, sales managers and sales reps is the key distinction between sales intelligence and business intelligence
- SiriusDecisions has identified three categories of sales intelligence: operational, diagnostic and interpretive
- The SiriusDecisions Sales Intelligence Model focuses on the sales intelligence needs that matter most for sales planning and execution processes
Blog
Making Sense of Configure, Price and Quote Applications
- Configure, price, quote (CPQ) applications help sales reps configure solutions, establish pricing and keep track of quotes and proposals
- CPQ applications streamline and automate manual processes, allowing sales reps to deliver a better customer experience
- CPQ applications aid in reducing margin erosion caused by excessive discounting, incorrect pricing/quoting and resulting product giveaways
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Sales Enablement: Prioritizing and Executing
- The goal of sales enablement is to ensure sales reps have the right knowledge, skills and process to maximize every buyer interaction
- Sales enablement should improve the lifetime revenue contribution of reps
- The key to sales enablement success is methodical prioritization, defined execution strategy and aligned structure
Blog
Navigating by the Stars…the Sirius Way: Building Alignment and Accountability Into an Organization
- Alignment is key to reducing redundant efforts, but payoff hinges on members of every function knowing exactly what they need to do
- As companies seek to transform and grow, they must instill a system of accountability to stay focused on achieving business objectives
- The Aligned Accountability Framework provides a structure for identifying the correct metrics to drive progress, alignment and accountability