Business Growth Strategies For CEOs: Top CMOs On Marketing Strategy Implementations

Unifying Revenue Teams: How a Fractional CRO Drives Cross-Functional Success

Tue, Dec 17, 2024 | Posted by Howard Doherty

For mid-market CEOs navigating growth, aligning sales, marketing, and customer success can feel like herding cats. As these teams expand, they often develop siloed processes that hinder efficiency and impact the bottom line. A fractional chief revenue officer (CRO) offers a cost-effective solution to this challenge, bringing executive-level expertise to unite revenue functions without the full-time price tag.

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Finding the Sweet Spot in B2B Markets

Fri, May 1, 2020 — Narrowing Focus to Drive Demand In a prior blog post, I discussed how a lack of market focus can lead to poor marketing campaign conversion rates.

Five Major Indicators that Suggest a Need for Focus

Tue, Mar 3, 2020 — A Common Challenge for B2B technology, SaaS and Professional Services Businesses If market demand was a fixed commodity, attracting new business would require only that you create awareness and build interest around well-known needs. Companies who see their marketplace in this way often subscribe to a “lather, rinse, repeat,” approach to pipeline management – focusing marketing dollars on prospects already well-along their purchasing journey, identifying qualified opportunities, but paying little attention to the world of prospects who do not yet see their needs as urgent.

Go-to-Market Security Issues Every SMB CEO or Sales/Marketing Exec Needs to Prevent

Tue, Oct 8, 2019 — Five Key Areas You Must Proactively Manage Mark Coronna, Area Managing Partner & CMO, Chief Outsiders with Mark Sheehan, Principal & CIO/CISO, Stowell Solutions Group This article is a practical guide to being proactive in preventing security issues in your go-to-market (Sales and Marketing) programs and operations. There are many services to use once you have an issue, but in this article, we are offering a checklist of things to do to help reduce your risk of significant incidents that could damage your brand, reputation, revenue, and business valuation. We think it’s better to be proactive than have to react to security events.

Why a “Failure to Communicate” is a First Step to Going Out of Business

Wed, Sep 25, 2019 — What Business Execs Can Learn About the Power of Authentic Conversations Mark Coronna, Area Managing Partner & CMO, Chief Outsiders with Matt McKnight, President, McKnight Advisors If you’ve ever seen the Paul Newman movie Cool Hand Luke, you might remember the hard-boiled egg eating contest, but that’s another subject. The iconic line we all remember, after several failed attempts to bring Luke in line, is when the prison warden remarks, “What we have here is a failure to communicate.” Knowledge, open communications, as well as procrastination are highly linked to business performance. Having hands-on and personal real-time knowledge of what’s going on in your business is a challenge and having the confidence and willingness to do something about what you’ve learned is another.

Did you lose a big sale to “None of the Above”?

Fri, Apr 26, 2019 — “We win 15% of the projects we propose. Our competitors also win about 15%. “With the other 70% of proposals, no one wins. The prospect doesn’t proceed with anybody.” -CEO of a technology integration company Ever heard yourself saying something like that—or heard a peer say it? The status quo is often your fiercest competitor.

How Customer Advocacy Fuels Growth

Wed, Apr 10, 2019 — Regardless of industry or the size of your business, growth is getting more difficult. Today, you need to have an exceptional sales team. You also need to have an exceptional marketing team. But sales and marketing alone aren't enough to sustain growth. The cost of customer acquisition continues to increase and businesses can no longer rely on annual contracts to lock customers in. Over the past year there has been much discussion about the retirement of the marketing and sales “funnel”, which we all have grown to love and the emergence of what HubSpot is calling the “flywheel”.

Marketing (As You Know It) Is Toast

Tue, Feb 27, 2018 — The old style of marketing is toast. Quite literally, the entire phase shift that has changed the way the public considers and consumes products and services, can be distilled down to a single, perfectly-browned-on-both-sides slice of artisan bread.

Random Acts of Sales and Marketing: Questions for Unity

Thu, Feb 22, 2018 — A random act of kindness is defined as a non-premeditated, inconsistent action designed to offer kindness towards the outside world. Things like buying the stranger in line behind you a cup of coffee, or shoveling snow off of someone’s driveway. While these types of random acts of kindness are a wonderful way to give back, it doesn’t work quite so well in the realm of sales and marketing. In fact, they can ruin a company’s reputation and ability to grow. You would think CEOs would all shy away from letting this happen. But it’s happening all the time in businesses of all types and sizes.

The New Sales Funnel: How to Revitalize Your Messaging to “Wow” Today’s Consumer

Mon, Dec 11, 2017 — For sales-driven organizations, 2017 marked the year that the baton was finally – and permanently – passed to the consumer. This was the year, it was declared, that all of the growing technology megatrends finally gave the consuming public the upper hand in the relationship with marketers. This means that, despite all of the efforts and resources we’ve invested into outbound sales and marketing efforts, heretofore, we’re simply going to find ourselves several paces behind an educated and savvy buying public.

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