Blog / Author: Jennifer Preston

How to Monitor New Product Launches within your Sales Team

Jennifer Preston By on August 12, 2019

Sales folks are quite predictable. They will go where the lowest hanging fruit is, and will pursue opportunities where their incentives are aligned with their customers. Makes total sense. Launching new Products is exciting, but if you have ever done it, it takes quite a bit to get the New Product flywheel going. You need marketing, announcements, product collateral, website changes, sales training, sales incentives/spiffs, etc... to have a shot at making new product launch a success.

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Why Marketing Attribution is Broken, and How to Fix It!

Jennifer Preston By on August 12, 2019

There are many Marketing Attribution platforms and systems out there. Yet true B2B Marketing Attribution is still elusive. Can you really quantifiable and accurately tie Marketing spend to Deals & Revenue? If you can, you are way ahead of the pack! We strongly believe without access to WHO is involved in the Deals and Opportunities this is not possible. Let me explain: Here is the Happy Path of a Lead: Here we have a Prospect who clicks

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Are you Maximizing your Account Territory?

Jennifer Preston By on July 31, 2019

Case Study Setup: We are a Fast Growing Cloud Company which has a ton of "Self Service" customers who need to educated and upgraded to "Enterprise". We all know its easier to sell to existing customers who already know you than to a net new logo where you need find the right stakeholders, figure out if they have the pain that you can solve, and ultimately build credibility so you can sell to them. You setup territory plans, and assign

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Who owns your Customer Relationships?

Jennifer Preston By on July 31, 2019

Case Study Setup: We are a fast growing Company selling into the Construction Sector. We are hiring seasoned Outside Account Executives from this Industry with existing relationships, to reduce ramp up time and in this vertical relationships is the name of the game. Most of our Account Executives are on the road doing lots of in person meetings and have not been used to using CRM systems. Their tools are mostly phone, email, and text messaging.

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Stranger Things – What Happened to my MQLs?

Jennifer Preston By on July 31, 2019

Businesses often find themselves failing to capitalize on marketing leads, even when marketing produces excellent leads upfront. Beyond wasted efforts and dollars, this phenomena leads to decreased sales productivity and can severely hinder growth. If your company is in this category, read on... Imagine you hired a bunch of subject matter experts, wrote highly engaging content, created landing pages, did a bunch of AB testing, spent money on distribution, and finally the fruits of all that labor are your highly coveted

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