OUR POINTS OF VIEW ON SALES & MARKETING REVENUE STRATEGY
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Today’s 5 Most Common ABX Challenges
Let's assume you are doing Account-Based Marketing (ABM) for your company. You've invested in a platform like 6sense or Demandbase, and you have already identified your target accounts. Let's also assume your data at the contact and account levels are relatively...
Who Should Own Salesforce Governance?
Today’s question: Hi everyone, I would love to get your fresh take on the ownership of Salesforce governance across Marketing Ops, Sales Ops, and RevOps (within an independent department - analytics or finance team). Also, any decisions you feel should be led by sales...
How do I create an Account Plan? A Framework.
Account-based strategy in sales and marketing is a focused approach that targets key accounts and tailors strategies to the specific needs and characteristics of each account. This method is particularly effective in multi-organizational contexts, where the complexity...
How do I measure Partner Marketing? A framework.
Today's question: How can I best prepare for an interview for a senior role in a company with a significant focus on partner motion, specifically in the technology and reseller sectors, including understanding the basic organizational structure, key performance...
How do I budget Marketing this year?
🎅 B2B Marketing budget season - a directional SaaS tip based on two questions: ❓ What marketing investment is needed to deliver $1 of ARR in a SaaS business? 💰 How do I, for example, plan to budget in increments of $100k to generate $7.5M in pipeline and $1.5M in...
Sales Ops, Marketing Ops, RevOps – a Framework
Here is a detailed guide on thinking about roles and responsibilities for sales ops, marketing ops, and RevOps: Overall, the key areas that operations roles focus on across sales, marketing, and revenue include data, processes, systems, and deliverables....
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