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SiriusDecisions

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More than 90% of marketers believe that account-based marketing is a “must-have,” but only 20% have fully implemented programs, according to SiriusDecisions’ 2015 State of Account-Based Marketing (ABM) Study, which was unveiled at Demandbase’s #Marketing Innovation Summit for #B2B. +Demand Gen Report 
Demand Gen Report focuses on strategies, tactics and measurements central to driving growth. Targeted at sales and marketing execs, it provides case studies and in-depth research on lead generation, promotions and sales pipeline management.
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Julian Archer shares his thoughts on why events need to be positioned within a broader context than simply thinking of attendance at a specific show as the end goal. http://ow.ly/M2jNp
In a previous post, I discussed how, by understanding event types and their key characteristics, organizations can match events to objectives and create a mix of events that will help them achieve their marketing goals. I also asked a question: By whom and how are decisions made whether or not ...
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Despite a 69 percent increase in sales enablement technology spend, there are still clear obstacles that sales leaders face in achieving their revenue growth goals. SiriusDecisions’ research showed that 65 percent of those individuals are spending too much time on non-selling activities. And, although many companies exceeded their sales targets in 2014, here are three key areas that sales leaders should focus on to ensure organizational growth in the years to come: http://ow.ly/LXSsH
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By building your #marketing organization to be a compilation of strengths and competencies, you are setting up your marketers to be greater together than they could ever be alone or in competition with each other. http://ow.ly/LElHC
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Portfolio marketers tend to fall into the trap of paraphrasing what product experts have told them instead of focusing on buyers’ needs. SiriusDecisions has developed three frameworks that can help portfolio #marketing leaders instill more critical thinking in portfolio marketing. http://ow.ly/LAxp4
One of the chief criticisms of school systems is that students are not being taught critical thinking. In a Cambridge International Examinations research report, 85 percent of the teachers surveyed around the world believed critical thinking was the skill their students most commonly lacked.
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SiriusDecisions

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What does the post-sale experience have to do with making a buying decision? Plenty. Here are some statistics from our SiriusDecisions primary #research studies of senior-level #b2b decisionmakers: http://ow.ly/MoBzL
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A question we hear frequently at SiriusDecisions is “When should I evaluate my communications agency resources?” Certainly, poor performance is cause for reviewing an agency relationship, but there are several other reasons to do so. Various types of internal changes can impact the agencies that could – or should – be used. Here are some of the most common reasons: http://ow.ly/Mc0sp
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To achieve optimal user #engagement, sales operations and sales enablement must understand and address the stages in the #sales #technology user’s journey, as outlined below: http://ow.ly/M2kw3
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At a recent #EMEA #CMO Forum on the topic “Digital Playing Field: Strategic and Operational Considerations for CMOs,” there was a lively debate about several topics related to #digital. During the discussion, it was clear that leading the digital #marketing transformation falls squarely within the realm of the CMO/marketing leader. However, to achieve this transformation we are not doing ourselves any favors by using the word digital or any associated marketing jargon: http://ow.ly/LXkAo
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Laz Gonzalez and Stephanie Sissler introduced a new model at SLE that companies can use to determine which routes to market they should choose to reach their target customers. The session described how companies can operationalize the SiriusDecisions Route-to-Market Decision Framework to reach their growth objectives by following a four-step approach: http://ow.ly/LEk0L
For two years in a row, my colleagues and I have had to explain to our spouses why we MUST fly to sunny, warm California in the middle of winter to attend a company event! However, this year, even though the SiriusDecisions Sales Leadership Exchange (SLE) was held at Rancho Bernardo in San Diego ...
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Join our upcoming Webcast to learn how to identify your organization’s waterfall performance pattern, symptoms and additional diagnostics for common patterns and prescriptive guidelines to improve waterfall performance. http://ow.ly/LycHr
No two waterfalls are exactly alike. In fact, they can be a lot like people in that they have distinct 'personalities' or behavioral patterns. By understanding these performance patterns, organizations can identify what is needed to improve processes and drive more revenue from their marketing ...
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In their circles
29 people
Have them in circles
157 people
ANNUITAS's profile photo
Nate Hubbell's profile photo
Jill Adams's profile photo
Strategy to Revenue's profile photo
Jim Ninivaggi's profile photo
Robin Deliso's profile photo
Edward Burke's profile photo
Mike Rogers's profile photo
Lee Gaul's profile photo
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Where Sales and Marketing Meet
Introduction
SiriusDecisions helps business-to-business companies worldwide improve sales and marketing effectiveness. Management teams make more informed business decisions through access to our industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses.