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Winning the Fraud and Cybersecurity Race: A Go-to-Market Blueprint for Competitive Edge
Fraud and cybercrime have become a systemic, trillion-dollar drag on the global economy—but the fight to turn the curve is more than a market opportunity.
Over the past few years, I have worked alongside cybersecurity and fraud-management teams in government, banking, and payments, and nothing is more satisfying than seeing a new solution stop a romance scam or prevent a pensioner from losing their life savings.
Conduct a Sales Assessment to Exponentially Improve Execution
Mon, Feb 6, 2023 — As a CEO, you’re tasked with improving your company’s bottom line. You and your leadership team may have a good handle on your marketing strategy, but prior to moving forward with that strategy, it’s a good idea to conduct a sales assessment to ensure your sales team can execute flawlessly. What’s at stake? A lot. One study indicates that more than two-thirds of lost sales are a result of flawed sales methodologies.
The Recipe for Revenue Success: Sales and Marketing Alignment
Tue, Jan 31, 2023 — As someone who loves to cook, today I am reprising a popular recipe – bringing back a post from the recent past that is ever more relevant today. It’s a tried-and-true concoction that can help you serve up a successful lead generation program. I marvel at the fact that CEOs continue to be disappointed by their marketing outcomes. In fact, 70 percent cite that marketing isn’t delivering for them as expected. Art Saxby, Chief Outsiders CEO, has expertly covered the difference between Sales and Marketing in his blog. I suggest you read it to make sure you have a baseline of understanding, and greater clarity, about the distinction between the two disciplines.
Are Your Marketing & Sales Organizations Aligned?
Mon, Jan 23, 2023 — The numbers don’t lie: Companies that align their sales and marketing functions win more business, keep more customers, and reap far more revenue than those who don’t. However, true alignment for many organizations can be evasive, and for others, it can be entirely absent. In our experience here at Chief Outsiders, we find that many organizations mistake cross-functional communication for alignment. With the need to plan business strategies to withstand times of economic uncertainty, it’s now even more critical for your sales and marketing teams to be on the same page.
Reap Big Rewards with Sales & Marketing Alignment in 2023
Tue, Jan 17, 2023 — When it comes to corporate synergy, there’s perhaps no greater return on your investment than to align your sales and marketing efforts. Though it’s simply common sense to have the two revenue-responsible departments working in sync, it can also mean dollars and cents. One study found that sales and marketing teams, when well-aligned, can wring out 200 percent more revenue as a result of their collaboration. You may already feel like this cross-pollination is happening at your company: Key personnel are collaborating on projects, keeping each other informed, using a common language, and possibly even delivering cross-functional reports from Salesforce, Tableau, and other analytical tools.
Chief Outsiders’ Commitment to Go-to-Market Success Expands With New Chief Sales Officer Role
Tue, Jan 10, 2023 — Today’s CEO has to work harder than ever. With a tightening economy, fears of a recession, and a post-COVID marketplace that remains hard to read, the CEO truly is in the hot seat. With an average tenure of fewer than seven years, according to some estimates, the CEO has little runway with which to work in creating market and revenue success. It’s an unfamiliar place for many CEOs – particularly those in the SMB and mid-market space. They’ve built their business on a foundation of great industry knowledge, hard work, dedication, and a healthy dose of sweat equity. But in changing times, and with little understanding of market forces outside their particular industry, it can be difficult to get an infusion of the right market insights needed to build next-generation strategies for success.
RACI+ Joins the Race: How to Supercharge Your Sales Funnel
Wed, Sep 21, 2022 — To win at the growth game, ownership is everything – and in fact, you would agree that the leaders in the marketplace truly “own” the customer journey. But if you’re among those looking up at the market leader, it’s possible that you have a secondary ownership problem –- an inability for all your cross-functional teams to own their role in the sales funnel, which is a big part of the customer journey.
Is There Any Role for Traditional Marketing Today?
Thu, Aug 25, 2022 — By Atul Minocha and Paul Sparrow As we try to determine whether old style, hand-to-hand, touch-it-and-feel-it marketing can compete in today’s switched on, always moving world, is it possible that a bird feather holds the key to the question posed in our headline? The answer requires a bit of insight into how we got to this seminal moment which by the way is a precarious place for the newspapers, billboards, mailers, radio and even TV ads comprising what is predominantly known as “traditional marketing.”
Changing the Conversation: How ABM Helped One Company to Break the Mold
Fri, Oct 22, 2021 — Written by Don Lee, with Greg Acquavella, Senior Marketing Manager, Gryphon.AI Sales and marketing technologies have transformed the way companies attract and retain business. Just ask the team at Gryphon.AI, which has developed a unique solution to businesses that wish to improve their sales efficacy. Using a concept called “real-time conversation intelligence,” Gryphon uses an AI platform to provide in-the-moment call coaching and guided selling.
“We need more leads” (and what must come first)
Fri, Aug 27, 2021 — A client’s desire for “More leads from Marketing" is often the impetus for our firm’s engagements. We’ve learned that “more leads” can be great. If. There’s something that companies need beforehand, or “More leads” won’t do much good.