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Recent Posts
From Economic Insight to Growth Strategy: What CEOs Should Do Now
At our most recent CEO Growth Talks, I spoke with Taylor St. Germaine, Senior Economist at ITR Economics. The timing couldn’t have been better — the latest GDP numbers had just been released, and Taylor broke down what they mean for CEOs planning growth.
As always, ITR brought a clear and fact-based perspective. The economy is growing. Consumer spending is strong. And while some industries are facing headwinds, opportunities abound for leaders who are ready to act.
But the real question for CEOs isn’t just what the economy looks like. It’s: how do you prepare your business to grow in this environment — and the one coming next?
The CEO Mindset: Resolving Sales Performance Challenges | Part 3
Fri, Jun 23, 2023 — Part 3: Technology Platforms for the Win The market for sales enablement platforms has never been more robust. As companies like yours clamor for clients, revenue, and growth, they’re showering billions on the latest technology tools to help get them there. In fact, a recent report projects that the global market for sales enablement tech will grow at a 15 percent rate over the next five years, topping $9 billion by 2028.
The CEO Mindset: Resolving Sales Performance Challenges | Part 2
Thu, Jun 15, 2023 — Part 2: Finding the Right Talent for the Game Here today, gone tomorrow: Did you know that the average tenure of a sales professional is just about a year and a half? It’s a mind-blowing statistic that is, on the surface, an indicator of the rigors of a sales role, in any market segment.
The Rise of Purpose-Driven Marketing: Connecting with Generations Through Authenticity
Tue, Jun 13, 2023 — By: Paul Sparrow and Philippe Harousseau It was a watershed moment for consumer advertising, with shock waves that are still being felt today – the 2004 launch of the Dove Campaign for Real Beauty. The groundbreaking marketing initiative challenged more than traditional beauty standards – it challenged the conventions of advertising at its core. Eschewing airbrushes and retouching, the personal care brand presented women of various sizes, ages, and ethnicities – without makeup, and without prejudice.
Navigating Communication from Boomers to Gen Z
Thu, May 4, 2023 — By: Paul Sparrow and Philippe Harousseau Our friend Traci Philips, an exceptional executive leadership coach in Raleigh, NC recently attended a presentation by someone who called herself a “generational strategist.” Firmly in the camp of the organizational effectiveness crowd, she spends her days crisscrossing the country, visiting organizations where generational dynamics are creating a disconnect and affecting business.
ChatGPT is a Silver Bullet (oh, the irony)
Tue, Apr 18, 2023 — I’ve wanted to write about the fallacy of a silver bullet in business for some time. Defined as “a simple and seemingly magical solution to a complicated problem,” the silver bullet – as I’ve learned in my “grinding-it-out” years in business – simply doesn’t exist.
The Retailer’s Dilemma - Acquisition or Retention?
Thu, Mar 23, 2023 — Last year, the CEO of JCPenney talked with the Wall Street Journal about “doubling down on existing clients.” That got me thinking about that often ignored, but important aspect of marketing for many companies – retention. For some companies, keeping a customer is far more profitable than acquiring a new one. But is that true for all? I suggest it’s not.
Is ChatGPT Going to Change Search Marketing?
Tue, Mar 21, 2023 — Microsoft’s recent announcement on adding ChatGPT AI Technology to Bing must be sending warning signals to Google on the future of search marketing. With the integration of ChatGPT in Bing, the search engine will be able to provide results in a natural language – more conversational than a list of links that is today’s norm.
How to Use ABM to Drive Revenue Growth and ROI: Part 4
Tue, Feb 28, 2023 — By: Carol Eversen and Jeff Loeb Part 4 - Getting Started with ABM In part 3 of our four-part ABM blog series, we explored the technologies available to support ABM and articulated how different tech stack elements can be leveraged to support your ABM program. We also provided thoughts about the essential elements of reporting for an ABM initiative. In part 4 we focus on the best strategies for ABM programs and offer a framework to help determine whether ABM is right for you, and, if so, the flavor of ABM to deploy. We also provide practical advice about how to get started with an ABM pilot program.
How to Use ABM to Drive Revenue Growth and ROI: Part 3
Tue, Feb 21, 2023 — By: Carol Eversen and Jeff Loeb Part 3 - Technology and Reporting In part 2 of our four-part blog series we explored the core tenet of every successful ABM initiative – orchestration and personalization across sales, marketing, and customer success teams. Part 3 delves into the technologies available to support ABM and helps articulate how different tech stack elements can be leveraged to support your ABM program. We also provide thoughts about the essential elements of reporting for an ABM initiative.