ARTICLES

The right scorecard metrics can be very challenging for entrepreneurial businesses, especially in the sales and marketing space. The stakes are high! If you don’t do it right, you can create silos, and departments might be working against each other without even...

“What are we going to do to hit our 3-year goal?” Leadership teams regularly ask this question in quarterly planning meetings. The way this question gets answered determines whether the company will hit the goal or whether they’ll arrive at a future quarterly saying,...

Most companies want to do playbooks last, preferring to try to get quick wins with a sales activity blitz, a marketing campaign, or some shiny technology. While this may generate a short term blip in the results, these things rarely create ongoing revenue growth....

Sales and marketing are historically misaligned, which is very curious given their goals are really the same, right? If sales and marketing both have the same goal of bringing more clients into the business, it doesn't make sense that this misalignment still occurs....

When it comes to content most sales and marketing teams spend time asking the question, “What content should we present?” They should also be considering this: “When during the sales cycle should we present specific content?” Today’s buyers are overwhelmed with...

Bill Poole was a guest on The COO Show where he chatted with host Bill Reed about why there may be silos in your organization and how to integrate your teams to drive revenue growth. They also talked about how important change management is for creating lasting change...

What if the way we think about Buyer’s Journey is upside down? Smart marketing and sales teams collaborate to map out the buyer’s journey, thinking about how they can provide the right information to buyers at the right time during their decision making process. While...

The past two years have been incredibly challenging. Hats off to all of the teams that have pivoted, re-pivoted, and adapted to survive the COVID-19 pandemic. To say it has been incredibly challenging is an understatement. As we emerge from the pandemic, we find...