A new CMO’s problems are fundamentally different than they were a year ago. Increasing sales in the short term requires content that jump-starts prospect engagement. Easier said than done, especially in a pandemic and when everyone’s inbox is...
Congratulations on the new post as CMO. You need to start immediately to prove to your CEO that he/she made the right decision to hire you, or before long, you’ll...
It’s an old saw in (the SaaS) business: It’s harder to sell a new client than it is to keep an existing one.
This maxim is consistent with most people’s gut instincts--it...
It’s a shame when I come across websites that are obviously the result of a lot of effort in developing content for lead generation, and then quickly realize that their...
The sales pipeline no longer works on its own.
Especially for SaaS companies, the customer journey has eclipsed the sales pipeline as the best determinant of lifetime customer value (LTV). Sales teams that expect to reach and engage their...
SaaS CMO candidates should ask about product management for insight into the management style at a potential employer and to gauge its future prospects....
It's 5:30 on a Friday and my phone rings from an unknown number. I know it's probably a sales call but take it anyway."This is Jason," I say as a cheery female voice asks me if this is a good time...
How do you help a 60-plus-year-old company improve its churn rate after it transforms from a print directory business to a Software as a Service (SaaS) model? This was the major challenge that Cole was facing when Austin Lawrence Group (ALG)...
A seminal Forrester report found that less than one percent of B2B leads ever convert into customers. That means that 99 percent of our efforts are...
