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.
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
Tony Zambito / Business 2 Community / October 11, 2013
Frustrated personnel. Frustrated at not being able to do a better job. Frustrated at not being able to help customers. Frustrated at learning there are better ways but no plan in place to improve. Feeling helpless to do anything about their frustrations. Which is, until now.
The enabling wave of digital technology and the democratization of information is being felt among the end-user communities within organizations today. Awakening a voice of influence long silent and constrained by traditional hierarchies in place since the 1950’s. As B2B organizations become more global, flatter,Read More
John Kearney / Sales Benchmark Index / October 3, 2013
Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.
These are either in addition to, or in place of, your standard metrics tracked. They are all leading indicators that can help you forecast success in 2014. In this post weRead More
Vince Koehler / Sales Benchmark Index / October 1, 2013
The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue.
2013 is the last year executives accepted activity-level results from marketing. CEO’s don’t accept activity reports from Sales leaders without revenue results. Expectations of marketing accountability have increased to the level expected of sales performance.
It’s easy to get caught up in reporting activity and miss the big picture. There is so much interesting click data available. Executive marketing leaders need to push the debris aside. Focus on the core business drivers thatRead More
Brian Hansford, Heinz Marketing / the funnelholic / September 16, 2013
What is dirty data and why should we care about it?
Bad data is like bad fuel for a car. Fuel that has lots of sediment combined with sugar in the gas tank will pretty much destroy the machine.
Dirty data is outdated, non-normalized, poorly entered and maintained, full of spam traps and misspelled names, lacking lead sources, and loaded wrong phone numbers and incomplete records. Dirty data can render any database ineffective. But for marketing organizations, dirty will cripple any demand generation and customer marketing using a Marketing Automation Platform. And once dirty dataRead More