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:
- Why would a B2B customer defect if they are saying they're satisfied?
- What do close rates have to do with lead generation?
- Why is customer retention so much more important in B2B than in B2C?
- Since salespeople have an incentive, why would they disqualify valid leads?
- What are the different buyer types we might be negotiating with?
- Is it ever OK to use revenue as your primary financial measure?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- If we have people with lots of experience in the industry, do we really need to conduct marketing research?
- Why shouldn't we just focus our attention on our largest customers?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
This question is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Pitfalls of Sales and Marketing Alignment
Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.
View This Case Study -
Strategies and Tactics for Boosting Your Close Rates
Most B2B companies would like to improve their close rates. On nearly every sales and marketing research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?
View This Guide -
Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.
View This Interview -
The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
View This Tool
