🤯 Salesforce just increased their own pipeline goals by 50% from 2x to 3x. 8️⃣ 𝐬𝐮𝐠𝐠𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐫𝐞𝐠𝐚𝐫𝐝𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐢𝐧 B2B Fusion 𝐞𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭𝐬: 1️⃣ Focus on active, qualified pipeline rather than just top-of-funnel quantity. Leads or accounts that don’t translate into...
9 𝐂𝐨𝐦𝐦𝐨𝐧 𝐦𝐢𝐬𝐭𝐚𝐤𝐞𝐬 non-Marketing execs and Board members make in marketing discussions (based on my last 4 years of 💯s of conversations): 1️⃣ Not having a clear understanding of marketing terminology, KPIs, metrics, and objectives 2️⃣ Viewing marketing solely as a cost...
A common question we get in our ABM/ABX enablement engagements is, ‘who owns what in an ABX environment?’ Let’s use a RACI framework – for definition sake, a RACI framework is a responsibility assignment matrix used in project management and business process...
You may have read my first part of ZoomInfo’s recent release of Copilot. While we are waiting to get hands on experience with it for our clients, I thought I’d summarize in part two our private demo in a question and answer format. TLDR; this approach really is for...
10 top themes at Pavilion CMO Summit this week (too many for one post). 𝐊𝐞𝐲𝐰𝐨𝐫𝐝 𝐭𝐡𝐞𝐦𝐞𝐬: Alignment, Revenue, AI, Buyers Committee expanding, Process Building on yesterday’s thread (in comments if you missed it), the second top 3 moment was the community as a...
“10 things I learned about CMO/Board relationships via Pavilion CMO Summit. Keywords: 𝐓𝐫𝐮𝐬𝐭. 𝐆𝐫𝐨𝐰𝐭𝐡 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲. 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞. 𝐎𝐮𝐭𝐜𝐨𝐦𝐞𝐬. 𝐎𝐰𝐧𝐞𝐫𝐬𝐡𝐢𝐩. (This was 1 of 3 top presentations which I’ll summarize later on LinkedIn.) Kathleen Booth moderated an excellent...
