SiriusDecisions Blog

Intelligent Growth

  • Sales’ Role After the Close

    Sales’ Role After the Close

    Sales isn’t finished when the initial sale is closed; it just transitions to a new phase. Understanding and mapping the customer experience is critical to increasing retention, renewal and growth....

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  • Partner Enablement: Insights from a Channel Roundtable

    Partner Enablement: Insights from a Channel Roundtable

    SiriusDecisions recently hosted an interactive roundtable for b-to-b channel marketing and channel sales leaders in EMEA to discuss current challenges and best practices for partner sales and...

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  • Digital Advertising Is on Top – Are You?

    Digital Advertising Is on Top – Are You?

    Digital advertising sales surpassing TV ad sales means most b-to-b organizations are – or should be – utilizing digital ads. Find out what you should be doing to optimize your spend.

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  • CommScope – Programme of the Year Award Winner at SiriusDecisions EMEA Summit

    CommScope – Programme of the Year Award Winner at SiriusDecisions EMEA Summit

    By implementing established metrics and measurement frameworks, CommScope redefined its process for measuring and providing impactful marketing results. CommScope’s approach to marketing...

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  • What Sales Operations Needs to Know About ASC 606 (IFRS 15)

    What Sales Operations Needs to Know About ASC 606 (IFRS 15)

    FASB ASC 606 in the U.S. and IFRS 15 internationally are new accounting rules that primarily change the way companies account for SaaS-based revenue streams. Sales operations and other...

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  • Getting On Board With Partner Account Manager Onboarding

    Getting On Board With Partner Account Manager Onboarding

    Channel sales leaders leave their jobs for many reasons, from capturing better opportunities to facing insurmountable challenges on the road to channel-centricity.

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  • Developing Sales Reps While They Sell

    Developing Sales Reps While They Sell

    People love to talk about work-life balance – however, many of us secretly feel that balance never really happens! Today, we allow life to become more integrated and no longer compartmentalize our...

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  • Is BANT Still Relevant? (Part II)

    Is BANT Still Relevant? (Part II)

    In her last blog post, Erin Bohlin posed the question about whether BANT (budget, authority, need and timeframe) is still relevant. In this post, she’ll go into a deeper discussion of how to apply...

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  • The Power of Sales and Marketing Alignment for Account Planning

    The Power of Sales and Marketing Alignment for Account Planning

    Companies can utilize a named-account account-based marketing (ABM) approach, grouping accounts to achieve scale. When planning for a named ABM pilot, have sales and marketing collaborate in...

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  • Four Signs a Product Expert Is a Product Marketing Candidate

    Four Signs a Product Expert Is a Product Marketing Candidate

    Clients of all sizes regularly lament, “We cannot find skilled product marketers.” According to the 2016 Workplace Trends report by Randstad, the lack of qualified talent is the second biggest...

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  • Where Does Event Strategy Fit In?

    Where Does Event Strategy Fit In?

    We hear it time and again – when planning for the upcoming year, companies struggle to determine where to position events in their overall marketing mix.

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  • Strategic Advisor Vs. Service Bureau: The Many Hats Communications Leaders Wear

    Strategic Advisor Vs. Service Bureau: The Many Hats Communications Leaders Wear

    Corporate communications teams must support an overwhelming communications agenda, including strategic priorities and the overall business needs.

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  • Marketplace Essentials: Q&A With Carl Landers

    Marketplace Essentials: Q&A With Carl Landers

    At SiriusDecisions’ 2017 Sales Leadership Exchange, Carl Landers, senior vice president and CMO of Conversica, candidly answered some event-related questions.

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  • The Four Cs of Effective Executive Communications

    The Four Cs of Effective Executive Communications

    Executive communications is a vital and challenging role that is often misunderstood. Give your executives the support they need with the four Cs of executive communications.

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  • What Are Your Portfolio Marketing Priorities and Challenges?

    What Are Your Portfolio Marketing Priorities and Challenges?

    SiriusDecisions is conducting a survey to find out the top priorities and challenges for portfolio marketing leaders.

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  • Portfolio Marketing – Centralized or Regional?

    Portfolio Marketing – Centralized or Regional?

    Centralized or regional portfolio marketing? How should your portfolio marketing team be organized around the world?

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  • Marketing Measurement: What’s the CMO Got to Do With It?

    Marketing Measurement: What’s the CMO Got to Do With It?

    Marketing leaders rely on the skills and expertise of their marketing operations team to spearhead marketing measurement initiatives, but here’s how the CMO can help ensure the success of the...

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  • Data Privacy Compliance: The Race Is On

    Data Privacy Compliance: The Race Is On

    In May 2016, the new General Data Protection Regulation (GDPR) became law for companies based in – or marketing to – prospects within the European Union. Will companies be able to meet the May...

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  • Leveraging Taboo Topics: How to Craft Meaningful Thought Leadership That Takes No Sides

    Leveraging Taboo Topics: How to Craft Meaningful Thought Leadership That Takes No Sides

    A strategic approach that explores controversial issues without endorsing a particular position can deliver content that demonstrates a b-to-b organization’s thought leadership on critical issues...

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  • Wrangling "Black Market" Sales Presentation Decks

    Wrangling "Black Market" Sales Presentation Decks

    Portfolio marketers are now focused on ensuring that the sales deck they provide to reps contains high-quality information that facilitates the buying and sales processes.

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