Posts

Measure B2B Marketing on closures

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report You should expect, what you inspect, and it seems that measurement of Marketing still has a great impact on effectiveness. “You should expect, what you inspect” is one of many quotes attributed to […]

How to choose measures you can act on

If you don’t know what’s working, how do you know what to change? So measure inputs (not outputs), measure buyer progression, and – don’t measure what you’re not prepared to change (or can’t). To most ears, “Measuring Sales and Marketing effectiveness” sounds like a low priority. It may be on your B or C list, […]

How to use sales rep scorecards to drive sales performance

  Creating sales rep scorecards will help you improve sales performance by sending clear expectation signals, identifying coaching opportunities and inspiring healthy competition.  The single biggest reason you will lose top talent is poor management.  Assuming people are compensated competitively and other basic needs are looked after, if they are not clear about what’s expected of […]