Growth Insights for CEOs

If Marketing “Leads,” Sales Will Follow: Achieving Alignment For Revenue Success

Posted by Chris Lundell

Travel with me, if you will, back to 2006. It was a time, in the corporate world, when the sales team had all of the power and most of the fun. Company credit card in hand, they would organize meetings at conferences, trade shows, meetings on the golf course, or at their favorite hospitality event. Pleasantries were exchanged, orders were placed – and business kept rolling forward.

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How to Build a Go-to-Market Plan

Posted by Janet Brey

A CEO’s practical guide and marketing template for executing on growth strategies

This is Part 2 of a two-part series. Part 1 focused on the marketing plan.

The go-to-market (GTM) plan is a subset of the marketing plan and addresses how to execute on a specific growth strategy.  Every company, regardless of size, should have a marketing plan. A GTM plan is only needed if you are looking to expand into new markets, sell new products (services) or do both.

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Machine Learning: Removing the Emotion from Investing

Posted by Stijn Hendrikse

Humans are emotional creatures.  We have an ingrained response to pursue the things that make us feel good, and avoid the things that can harm us.  In marketing we often appeal to the emotional side of our customers, playing a little with the promise that humans are not ruthless, calculating automatons - they have sentiments, worries, and aspirations, and we try to find ways to appeal to those.  Emotions are part of what make us human, and guide many of the decisions we make in our lives - even when they shouldn't.

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Standing in the Middle of the Road

Posted by Deborah Fell

In this VLOG, Deborah takes a perspective from Margaret Thatcher, former Prime Minister of Great Britain who understood that a middle of the road or half a position was no position at all. As a CEO, being clear on what you stand for, what your position is on important matters and the direction your company should be heading in, is critical to avoiding the kind of decision paralysis that can limit the potential of your business and your team. Check it out!

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The CEO's Challenge of Staying Relevant in an Accelerated World

Posted by Doug Rainbolt

And what to do about it

Almost all CEOs face the challenge of maintaining relevancy in the markets they serve. More specifically, what keeps many CEO’s awake at night is the realization that something is materially changing in their company, in their markets, or within what was once a marquee product line. Yet, the rank and file just can’t see it. And if they do see it, they aren’t responding fast enough. Maybe our CEO can’t fully understand it. But their instincts tell them that it’s more than a seasonal blip; it’s something systemic that could rock the company off its foundation. In many instances, the problem boils down to the company not innovating fast enough. The world is seemingly passing it by. Relevancy is lost. 

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How to Build a Marketing Plan and Marketing Strategy

Posted by Janet Brey

A CEO’s practical guide and marketing plan template

This is Part 1 of a two-part series. Part 2 will discuss the go-to-market plan and provide a go-to-market plan template.

Marketing is a broad term. In fact, I saw a blog post that listed 72 definitions for the term. Not surprising, there are also many interpretations of a marketing plan and go-to-market plan.

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Forging a Solid Go to Market Plan – Without the Assumptions

Posted by Sharon Spooler

Business owners and entrepreneurs live in a constant state of observation. Equal parts tenacious and curious, they never stop watching, listening, and comparing their product and service offerings to the competition. They ask themselves daily, hourly: “Is the competitor’s product better?” and “Am I really putting an impactful marketing message out there?”-- often secretly wondering if they truly know the answer.

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Culture Eats Strategy for Breakfast: Has Your Company Failed to Order the Breakfast of Champions?

Posted by Gary Fassak

You are a hard-working, dedicated CEO who wants to grow your company – so you have taken the necessary steps to understand your market and develop insights about growth opportunities. You have even transformed those insights into a cohesive strategy, and worked with your team on a successful execution plan. What’s more, you have metrics and milestones galore.

Congratulations! You’re ready to grow! …Right?

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Enabling the Sale: How to Handle Requests for Customer References Without Losing Momentum

Posted by Karen Hayward

Sales and marketing in the B2B space is ever-evolving, often disrupted with new technologies or strategies that revolutionize traditional processes. Sales enablement is a relatively new concept in the B2B sales industry, one that refers to the utilization of training, tools, metrics and marketing alignment to maximize a deal’s potential and close it faster, no matter the product or service.

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CEOs: What’s the Value of a Strategic Plan?

Posted by Deborah Fell

A jargon-free discussion

Did you know that, mathematically, if you improve revenue by 2% per month, you will more than double your business in 3 years? The value of a strategic plan then, is to create the “how to” strategies, initiatives and resourcing to get there. 

Whoa…so how do you get this done?

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