Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

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Whether you have specific questions about optimizing your marketing operation—or just want to know which questions you should be asking—the library of questions in the Marketing Ops Journal makes it easy to find the answers and resources you need.

Here are just a few that subscribers get access to:

  • Since salespeople have an incentive, why would they disqualify valid leads?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • What's the difference between defection detection and customer retention?
  • What do close rates have to do with lead generation?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • Is it ever OK to use revenue as your primary financial measure?
  • Why shouldn't we just focus our attention on our largest customers?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • What's the problem with using BANT for prospect qualification?

This question is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

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More Subscriber-Only Resources From Our Library

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    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

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  • Suffering from a Costly Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study

  • Leveraging Peer Pressure To Boost Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial