News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Craig Webb / Remodeling / August 5, 2014
Think of Tom Rousseau as a surgeon for corporations with a specialty in marketing diseases. REMODELING’s parent company hired him a few years ago as executive vice president of strategic marketing services. In that job, he helps our sales team diagnose and cure sales ailments at building product manufacturers. But while Rousseau’s clientele often counts its revenues in the hundreds of millions of dollars, his way of looking at trouble in the corporate body can help cure what ails you, too.
Rousseau’s first advice is to stop trying to diagnose yourself with that standard questionRead More
Brendan Cournoyer / Brainshark / May 8, 2014
Imagine you’re playing Family Feud, it’s your turn at the buzzer, and the question is:
“According to hundreds of sales managers surveyed, what is the NUMBER ONE reason why salespeople miss their quota?”
You hit the buzzer and blurt out… what?
Not enough leads? Lack of training? Poor sales process?
Each of these could certainly be on the board, but none would be the number one answer. At least not according to a report from the folks at SiriusDecisions, who actually did survey 100s of B2B sales managers on this very question.Read More
Charlotte Woolard / B2B Online / October 8, 2013
In 2011 marketers at Citrix Systems found themselves facing a lead-quality problem. The company effectively leveraged lead-generation tactics, including webinars, product demonstrations and search, but it struggled to predict conversions. Plus, marketing was funneling more leads to the sales team than the representatives could handle.
“We were plugging the funnel with poor quality leads,” said Eva Tsai, director-marketing operations for the cloud services company.
So Citrix implemented a Big Data initiative to help it increase the efficiency of its sales team. The overhaulRead More