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Outsider Insights | From Hustle to System: Why More CEOs Are Rebuilding Their Sales Function
Outsider Insights
Across Chief Outsiders, we talk to hundreds of CEOs every month. In this new series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.
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.
A CEO’s Guide to Growth | Part 1
Wed, Mar 22, 2023 — Part 1: Introducing the GROW Blueprint In less than 30 years, the lifespan of an S&P 500 company declined from an average of ~ 32 years in 1996 to a projected 19 years in 2023. By 2030, experts predict companies will last a mere 17 years. The trends will be no different for small- and medium-sized businesses (SMBs).
Wizard or Witch? How to Keep Your Business Ahead of the Tornado
Tue, Mar 21, 2023 — My little sister, the owner of an upscale hair salon in Georgia, called last week. Twice. No message. In our family that means a twister has touched down in the backyard, so “call me back – now.” I eventually reached my dear sis and she spat, in a Wizard-of-Oz-Lions-and-Tigers-and-Bears-Oh-My tone of voice, her concerns over the economy. The collapse of two banks. Rampant inflation.
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.
“It worked really well, until it didn’t”
Thu, Mar 9, 2023 — Over dinner with Ted, the retired founder/CEO of a successful company in the electric power sector, I heard an interesting story with a widely applicable lesson.
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.
What Every Midmarket CEO Should Know About Sales Enablement Tools
Mon, Feb 20, 2023 — What are sales enablement tools and why should I care? We are hearing more and more today about the rise of Sales Enablement tools, many AI driven, that accelerate and enhance the Sales Team’s customer outreach. What exactly are Sales enablement tools? Sales enablement refers to technology and related applications that are designed to help your Sales Team do their job more efficiently. It’s more than just call tracking, these tools educate and coach your Sales team making them much more effective in real time. Most integrate into your existing CRM solution while others can stand alone. Through apps, they can facilitate an automatic linkage between your other Marketing and Sales tools, providing visibility into your KPIs and strategies. With 43% of B2B buyers reporting to Gartner that they prefer a “seller-free” experience, Sales Enablement tools are becoming a necessity in the modern Sales Organization for B2B and B2C sellers.
How to Use ABM to Drive Revenue Growth and ROI: Part 2
Tue, Feb 14, 2023 — By: Carol Eversen and Jeff Loeb Part 2 - Orchestration and Personalization In part 1 of our four-part ABM blog series we shared the core pillars of an ABM program, highlighted the goals and strategies you should consider, and provided guidance about selecting your target accounts and building your Ideal Customer Profile. In part two we explore the core tenet of every successful ABM initiative – orchestration of activities across sales, marketing, and customer success teams.