Marketing Ops Journal

Subscriber-Only Subscriber Question

Already a subscriber? Login

Subscribe and get immediate access to this question, full access to our research library, and much more...

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:

  • What's a "bounce-back" offer and when would I want to use one?
  • What does a real marketing strategy actually look like?
  • How do I know if my value messages are really "strategic"?
  • Who should be responsible for cultivating leads?
  • What if our whole analytics initiative is built around giving end-users the ability to slice-and-dice data for themselves?
  • When doing competitive analysis, where else can we look to uncover our competitors' priorities?
  • What are the different buyer types we might be negotiating with?
  • Since salespeople have an incentive, why would they disqualify valid leads?
  • If we spot a potential customer defection early enough, can we turn it around?
  • How can pricing and discounting affect lead generation?

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

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide
  • 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
  • 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
  • How to Make Insight-Based Selling Actually Work

    Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.

    View This Interview