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New Approaches For Nurturing Debut At SiriusDecisions Summit; Alternative Approaches Address Changing Capabilities & Realities

When SiriusDecisions introduced its Demand Unit Waterfall at its 2017 Summit, the new framework generated buzz and interest as a model for planning and tracking account-based strategies. It also created immediate questions and some concern over how brands could operationalize and apply campaigns around demand units, as opposed to leads.

SiriusDecisions Launches Exec Sales Advisory Service

B2B research and advisory firm SiriusDecisions announced it has launched Chief Sales Officer Strategies, a new executive sales advisory service. The announcement was made by Tony Jaros, EVP, Chief Research and Product Officer for SiriusDecisions, during the opening keynote at the company’s 11th annual SiriusDecisions Summit in Nashville.

Jaros said the new service is designed to give sales leaders access to research, best practices and expert advice needed to develop and execute on sales strategy.

“The role [of the sales leader] has changed dramatically,” Jaros said. He noted that the launch of its C-level specific offering was created to help sales leaders manage the changes to their roles and that of their teams, as well as solve common challenges they encounter in hiring, training, retaining and compensating sales teams. Members of the service will also have access to exclusive benchmark data.

Jaros said Chief Sales Officer Strategies will offer sales leaders data-driven insights and research on a variety of topics, including:

  • Organizational design and investment;
  • Cross-functional alignment;
  • Strategic planning;
  • Sales productivity;
  • Change management; and
  • Effective sales leadership.

“These executives are among the most powerful individuals within the organization,” he said, adding that their roles are changing at such a rapid pace that it only made sense to form the new service to provide a roadmap.

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The service will also give sales executives access to proven best practices and action-oriented expert advice. Earlier this year, Phil Harrell was appointed Service Director, Chief Sales Officer Strategies of SiriusDecisions, to lead the new service.

“Sales leaders are under tremendous pressure to create and implement predictable, scalable and repeatable revenue machines to consistently meet aggressive growth targets and to accurately forecast business outlook,” Harrell said in a statement. “Those demanding expectations require today’s sales leaders to arm themselves with benchmark data, best practices and expert advice to efficiently tackle their largest challenges.”

SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

SiriusDecisions: Alignment, Change Management Key To Realizing ROI Of Marketing Technology

The good news is marketing organizations have doubled technology spending in the last two years, according to new research presented at last month’s 2011 SiriusDecisions Summit. However, while investment has increased rapidly, BtoB companies continue to struggle with implementation and adoption.

Because successful utilization of these new technologies often depends on changes in organizational structure and processes, many organizations are stuck at the starting gate and unable to reap the full benefits of technologies driving the demand generation approach.

SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

Green Leads Acquires Target 250; Sets Sights On North America and Europe

Green Leads announced yesterday at the SiriusDecisions Summit its acquisition of London-based Target 250 in an effort to form a pay-for-performance demand generation company. The companies will together provide global enterprise software and technology companies with deeply integrated quality pipeline generation programs in both North America and Europe.

"We've focused laser-like on developing robust, repeatable processes which we think are best practices in the industry,” said Michael Damphousse, CEO, Green Leads. We've doubled in size three years in a row and Green Leads has been able to break the mold on integrating with our customers’ go-to-market and pipeline generation initiatives to deliver material top line results. Our clients are demanding that we expand our delivery to the EMEA theater, which triggered the acquisition of Target 250.”

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