Megan Howe, the Chief Sales Officer at Oversight, discusses the importance of getting marketing more involved in sales. She emphasizes aligning sales and marketing efforts to exceed new customer acquisition targets. Megan also highlights the value of incorporating the customer's voice into marketing efforts and the importance of open dialogue and collaboration between sales and marketing teams.
Megan Howe, the Chief Sales Officer at Oversight, discusses the importance of getting marketing more involved in sales. She emphasizes aligning sales and marketing efforts to exceed new customer acquisition targets. Megan also highlights the value of incorporating the customer's voice into marketing efforts and the importance of open dialogue and collaboration between sales and marketing teams.
Megan Howe, the Chief Sales Officer at Oversight and an expert in branding and demand generation, delves into the relationship between marketing and sales, highlighting the significance of branding and thought leadership in the buying process. She underscores the necessity of collaboration between sales and marketing teams to ensure a library of branded thought leadership content is readily available. This addresses objections and maintains credibility throughout the sales cycle.
Crys Black, a marketing expert with a background in tech startups, discusses the importance of creating an aligned go-to-market structure within a company. She emphasizes the need for aligned goals, transparency, and trust among departments, such as sales, marketing, and customer success. By using tools like OKRs and CRM systems, companies can track and measure ROI, empower sales teams with quality content, and create a customer-centric approach to marketing.
In this 4:34 summary video with Barbie Mattie, former VP Principal Analyst at Forrester and current advisor at Iron Horse, she explains why account-centric content is the new account-based marketing. "Content is the new ABM because the same diligence that was used to target high-value accounts needs to be applied to go beyond the targeting." - Barbie Mattie
Barbie Mattie, former VP Principal Analyst at Forrester and current advisor at Iron Horse, discusses the findings of her recent report on B2B investments in 2024. The report reveals that high-growth companies prioritize efficiency, retention, and expansion as their most important outcomes. Content marketing emerges as a key strategy. Mattie emphasizes the importance of audience-centric content and a connected buyer journey. She also highlights the need for companies to focus on customer retention and expansion rather than solely on net new acquisition.
Mark Stouse is the former CMO of a large enterprise organization and the current CEO of Proof Analytics, a software analytics company. Mark discusses the importance of being a data-driven CMO and how most CMOs do it wrong. He emphasizes that data is always about the past and not predictive of the future, making it crucial for marketers to focus on forecasting and understanding causality. He also shares insights from his interviews with CEOs and CFOs, highlighting their frustrations with marketing. He concludes by discussing the time lag in B2B marketing and the importance of using analytics to prove the value of marketing investments.
B2B marketing specialist Amanda Rabideau highlights FOMO's influence on revenue marketing. She advocates targeting specific audiences, enhancing customer understanding, efficient resource allocation, and faster growth. Emphasizing the importance of aligning sales and marketing goals, she notes that misaligned incentives can impede company performance.
In this 4:11 video with James Krouse, he offers valuable insights and challenging assumptions to engage in meaningful conversations as thought leaders who can shape the industry's direction and drive business success.
James Krouse, CMO of Eastridge Staffing Solutions, emphasizes shifting B2B marketing from product focus to educating and supporting buyers. He demonstrates how his company has successfully challenged the narrative, emphasizing thought leadership, trust, and engagement. Krouse advocates for B2B marketers to adopt innovative approaches and storytelling to highlight their expertise and expedite the sales process.