Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

Communicating Value in the Zombie Apocalypse

What can a sales message about zombie-proof security fencing teach B2B marketers about effective value communication? You might be surprised to learn that your messages are lacking a key ingredient.
The Top 5 Marketing Analysis Problems

We get a number of questions from subscribers who are struggling to generate meaningful results from their marketing analyses. While each question is unique, we do see some common threads. Here are five...
What Are The Real Reasons You Lose Deals?

From win-loss analysis of nearly $11 billion in transactions from a broad variety of companies, Rick Reynolds and his team found 3 reasons for lost deals that got our attention.

Recommended On-Demand Training Webinars

Questions from the Community

Question

What are some good next steps to take once we’ve gleaned some solid insights about our competitive set?

Question

By tightening-up our targeting criteria, aren’t we shrinking our sales potential?

Question

Why is customer retention so much more important in B2B than in B2C?

Recommended Tools & Diagnostics

The Triangulated Competitive Audit Guide

The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
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Comprehensive B2B Marketing Self-Assessment

To help identify areas for improvement, simply answer the questions in this straightforward assessment as truthfully and objectively as possible. While this comprehensive assessment covers 10 major areas and contains more than 130 questions, it should take you less than 30 minutes to complete.
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Finding Margin Leaks in Your Sales Processes

It’s important to realize that every sale is the result of a process. This diagnostic examines how to improve sales results by identifying root causes and areas for improvement in your sales processes.
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Recommended Case Studies

Popular Expert Interviews

Seizing the Pricing Opportunity Before Someone Else Does

In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
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Beyond the Hype of Marketing Automation Tools

Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.
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Avoiding the Pitfalls of Price Segmentation

In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.
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Recommended Tutorials

Popular Express Guides & Research

New Benchmarks for Pricing Excellence in B2B

In our research, we’ve identified ten areas where “best practices” have been redefined; setting new benchmarks for pricing excellence in B2B. Use this self-assessment to see how your capabilities measure up.
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Competitive Insights for More Strategic Selling

For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.
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The Ugly Truth About Follow-Up on New Leads

Most of the leads your team generates are going into a black hole! In this guide, learn why 70% of new leads are not being followed-up by sales...and what you should be doing about it.
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