Do marketers get their firm into all the deals they should?
Marketers: Are you in all the deals you could be? Probably not, says data recently published by 6sense Research. What should you do about it?
Are marketers doing one thing yet measuring another?
More than 2/3rds are still tracking MQLs and “marketing-sourced” opps. Instead, most marketers should use account-based measures. Why are marketers still doing one thing yet measuring another?
How do CMOs lead a lean go-to-market?
B2B tech marketing is about connecting to customers. And it’s incumbent on marketing leaders to use every shortcut available to create those connections. Unfortunately, many are induced to wasteful behavior by old habits, poor targeting, and martech vendors selling a “pipe[line] dream.”
How much revenue should come from existing customers?
If you’re below benchmark, you might be missing upsell and cross-sell opportunities. Here’s how to grow faster by expanding your opportunity mix.
How much does revenue cost?
There’s a “sweet spot” amount you should invest in post-sale programs–just enough your maximize return. By knowing just how much each opportunity type costs, you can better invest in acquiring more post-sale revenue at optimal margins.
How many customer marketers should CMOs hire?
By under-investing in customer marketing, marketers might miss out on a key means of growth–regardless of the company’s stage. This deficit could “turn critical” in 2023. It’s a year in which many organizations expect demand from new customers to wane further.
MQL quantity vs. quality: How should marketers test the balance?
Marketers rarely achieve the “perfect” lead score threshold for marketing qualified leads (MQLs). In fact, the threshold is typically so high that you’re leaving Sales “hung out to dry,” or so low that they’re burying sellers in garbage.
With which post-sale staff must marketers partner?
Are marketers partnering with the right post-sale colleagues at the right time? Insight Partners’ research shows it’s not as simple as pre-sale.
What’s new in ABX from 6sense?
Revenue AI firm 6sense is helping sellers and marketers cut that waste. And they recently hosted their 2022 Breakthrough Conference, where they celebrated the past year of feature enhancements and the launch of new offerings, all aimed at helping revenue teams cut the guesswork out of pipeline generation.
How do CMOs lead an ABX program?
Building an ABX program can be an imperfect journey. I’m looking back at when I led one at a fintech unicorn and what I learned from my experience.