The Growth Puzzle – Your company is missing its forecasts

Is your B2B company missing its forecasts? Is that derailing strategic planning, board meetings and fundraising? My colleague, Philippe Bouissou, applied his 4 alignment axis model to the question of forecast accuracy, marketing attribution and the role of revops. His answer is misunderstanding of revops, false specificity in attribution and misalignment. The misalignment is betweenContinue reading “The Growth Puzzle – Your company is missing its forecasts”

Four Things the Best Marketing Leaders Know about Sales

The most important partnership driving growth for B2B enterprises is the one between sales and marketing. Partnerships with Customer Success and Product are critical as well for a subscription business (SAAS for example).  But if sales and marketing do not align, the friction can torpedo a company’s growth trajectory. Part two of this series, I’mContinue reading “Four Things the Best Marketing Leaders Know about Sales”

Six Things the Best Sales Leaders Know about Marketing

There is no more important partnership for a B2B company than the one between sales and marketing. These two functions drive much of the growth of the company in tandem with the product team. Their alignment must be exact and often, it just isn’t. The friction from misaligned sales and marketing slows the company, frustratesContinue reading “Six Things the Best Sales Leaders Know about Marketing”

How to Master Empathetic Selling

The short answer – be a human.  Be genuine. Be open. Be curious about another person. Empathetic selling starts with seeing the other person in the conversation without expectation or obligation. The long answer… 2022 (and beyond) will be the dawn of empathetic selling.  The most successful go-to-market teams (sales and marketing) will be knownContinue reading “How to Master Empathetic Selling”

The Empathetic Sale is the Secret Superpower for 2022 Growth

Today, 70% of B2B buyers do most, if not all, of their buying process before they talk to you, and 43% of B2B buyers don’t ever want to talk to you That number rises to 54% for millennials and younger Data from Gartner 2021 Over the last few decades, the world of sales has movedContinue reading “The Empathetic Sale is the Secret Superpower for 2022 Growth”

Marketing Qualified Leads are Worse than Meaningless

If you’re a sales, marketing, or revenue leader, marketing qualified leads (MQLs) are stymying your growth. When running a go-to-market function, many teams break the client journey into three pieces: Marketing retrieves information on people in the market and pursues them, classifying these leads as MQLs if they engage. When an MQL exhibits some characteristics,Continue reading “Marketing Qualified Leads are Worse than Meaningless”

Interrogate Your Pipeline; Coach Your People

During pipeline reviews, it’s not enough to perform a brief circuit around the room and ask each seller about their current deals. Instead, the best sales leaders truly interrogate their pipeline to ensure they effectively coach their people. Here’s how: The Power of Interrogating Your Pipeline Sales give your company oxygen. If you know preciselyContinue reading “Interrogate Your Pipeline; Coach Your People”