SiriusDecisions Blog

Intelligent Growth

  • 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. On the surface, that sounds like a pretty reasonable thing to...

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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

    When I spoke at B2B Marketing Exchange this February, I had the pleasure of spending time with one of SiriusDecisions’ clients, Christine Elliott, Content Strategy & Operations Executive for Crowe...

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  • Wrangling "Black Market" Sales Presentation Decks

    Wrangling "Black Market" Sales Presentation Decks

    Our research shows that buyers rank the sales presentation among the most meaningful content assets used during the purchase decision process. When marketers don’t put a lot of effort into sales...

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  • Channel Partners Sell to People, Too

    Channel Partners Sell to People, Too

    Customer experience has become recognized as a critical success factor for b-to-b organizations. But there is still a gap in how to enable channel partners to provide that same experience with...

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  • Financial Services: The Foundational Elements of Customer Experience

    Financial Services: The Foundational Elements of Customer Experience

    In our discussions with financial services marketing leaders, one common strategic priority seems to be top of mind – how to best impact customer experience. In fact, in the most recent...

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  • Sales Leadership Exchange 2017: Sales and Marketing, Better Together?

    Sales Leadership Exchange 2017: Sales and Marketing, Better Together?

    Organizations that fail to align sales and marketing efforts achieve subpar performance. Short of fully integrating marketing with sales, there are a few key steps that will enhance alignment....

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  • Sales Leadership Exchange 2017 Insights: The Evolution of Sales Enablement

    Sales Leadership Exchange 2017 Insights: The Evolution of Sales Enablement

    While the weather was chillier than we expected, there was no shortage of heated and thoughtful discussion among the attendees of our 2017 Sales Leadership Exchange that recently took place in...

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  • The Top Five Marketing Skill Sets for 2017

    The Top Five Marketing Skill Sets for 2017

    Marketing skills have become an increasingly urgent topic for b-to-b CMOs. Marketing leaders are faced with a growing skills gap fueled by sweeping organizational and technological changes...

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  • Is BANT Still Relevant?

    Is BANT Still Relevant?

    The discussion about BANT (budget, authority, need and timeframe) has been coming up a lot, and our clients have been asking great questions: Is BANT still relevant? Is BANT realistic? As you can...

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  • Sales Leadership Exchange 2017 Highlights: Improve Sales Coaching With Performance Metrics

    Sales Leadership Exchange 2017 Highlights: Improve Sales Coaching With Performance Metrics

    Sales leaders frequently claim to be in favor of coaching – but fail to foster a culture and create an infrastructure that support it. With sales voluntary turnover rates in 2016 at a five-year...

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  • Sales Leadership Exchange 2017 Highlights: Optimizing Sales Talent, Assets and Communications

    Sales Leadership Exchange 2017 Highlights: Optimizing Sales Talent, Assets and Communications

    Many b-to-b organizations continue to struggle with how to define and execute the sales enablement function. But one thing is true across the board: Organizations keep asking sales enablement to...

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  • Events and Technology: Enhancing Attendee Experience and Data

    Events and Technology: Enhancing Attendee Experience and Data

    Events give an organization a powerful opportunity to present its ideas, brand and culture. While this creates avenues for the organization to enhance its reputation among clients and prospects,...

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  • Three Reasons Your E-Learning Doesn't Work

    Three Reasons Your E-Learning Doesn't Work

    E-learning is often seen as a magic solution that fixes skills gaps with little effort from managers. Effective training of any kind requires good planning, content and accountability. E-learning...

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  • Five Priorities for Account-Based Marketing Leaders

    Five Priorities for Account-Based Marketing Leaders

    Account-based marketing leaders have five priorities that keep up awake at night – they include considerations for strategy, alignment, planning and functional design. These priorities guide the...

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  • From Kickoff to Touchdown, Every Minute Counts

    From Kickoff to Touchdown, Every Minute Counts

    Sales enablement professionals cannot look at the annual sales kickoff as a one-and-done event. The objectives of kickoff are to motivate reps, recognize top performers, drive specific behaviors...

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  • ABM Roundtable in London: The Importance of Interlock and Actionable Data

    ABM Roundtable in London: The Importance of Interlock and Actionable Data

    Matt Senatore and Nicky Briggs recently met with some of Europe’s leading b-to-b marketers to talk about the state of their account-based marketing programs and gain their insights on how ABM is...

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  • How SEO at Emerging Companies Is Like Skipping Stones

    How SEO at Emerging Companies Is Like Skipping Stones

    Search engine optimization (SEO) is a good source of organic growth that some emerging companies don’t rank high enough on their priority list.

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  • What’s the Cost of a Bad Sales Hire?

    What’s the Cost of a Bad Sales Hire?

    Have you ever calculated the cost of a bad hire to your organization? Or, for that matter, the cost of a GOOD hire? Considering that all the time and money resources you invested in hiring one rep...

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