Business Growth Strategies For CEOs: Top CMOs On Marketing Strategy Implementations

Elevating the VIP: Recognizing Your Best Customer is a Make-or-Break Proposition

Thu, Jan 13, 2022 | Posted by Paul Sparrow

I have a secret to share that may be surprising.

Though automotive folklore insinuates that Henry Ford would only allow his world-beating Model T to be painted in black, you could, in fact, purchase your new horseless carriage in a variety of colors, including blue, red, gray, and green.

So as early as 1908 – the year the first Model T was shipped – a customer could distinguish their tastes and flaunt their individuality on America’s roads in a hue that was different from the pack.

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Finding the Sweet Spot in B2B Markets

Fri, May 1, 2020 — Narrowing Focus to Drive Demand In a prior blog post, I discussed how a lack of market focus can lead to poor marketing campaign conversion rates.

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Tue, Mar 3, 2020 — A Common Challenge for B2B technology, SaaS and Professional Services Businesses If market demand was a fixed commodity, attracting new business would require only that you create awareness and build interest around well-known needs. Companies who see their marketplace in this way often subscribe to a “lather, rinse, repeat,” approach to pipeline management – focusing marketing dollars on prospects already well-along their purchasing journey, identifying qualified opportunities, but paying little attention to the world of prospects who do not yet see their needs as urgent.

The Traditional Marketing and Sales Funnel is Dead. Welcome the Intelligent Sales Pipeline™!

Mon, May 6, 2019 — Improving Your Lead Generation and Qualification Processes Mark Coronna, Area Managing Partner & CMO, Chief Outsiders with Jeff Parris and Daniel Steyn, Fractional Sales Executives, Sales Xceleration Sometimes we take certain business models for granted. The model of a “funnel” to represent a sales pipeline is certainly one example. Dusting off its past, a gentleman named E. St. Elmo Lewis is generally given credit for initiating the idea of a funnel in 1898. The author is also credited for introducing the first formal theory of Marketing. It would be amazing that a model like a funnel would still find relevance 120 years later. There have been previous attempts at calling the funnel “dead.” In a 2016 article in Marketing Week, Mark Ritson declared that “If you think the funnel is dead, you have mistaken tactics for strategy.”

Growth Insights for CEOs

Elevating the VIP: Recognizing Your Best Customer is a Make-or-Break Proposition

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Finding the Sweet Spot in B2B Markets

Five Major Indicators that Suggest a Need for Focus

The Traditional Marketing and Sales Funnel is Dead. Welcome the Intelligent Sales Pipeline™!

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Marketing (As You Know It) Is Toast

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