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:
- Once I understand the untapped potential in each account, what can I do with the information?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
- Can modeling account potential help me with forecasting?
- How do I know if my value messages are really "strategic"?
- When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
- Should we be able to command a price premium for every value-gap we identify?
- Any ideas for teaching our salespeople how to deal with Procurement?
- Why would a marketing team focus on profits? If the sales team is focused on revenues, wouldn't it be best to align with that?
- What are some typical things that can hurt lead generation?
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
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How to Develop Real Competitive "Kill Sheets"
Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.
View This Tutorial -
Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
View This Guide -
Targeting Your Most Profitable Prospects
In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.
View This Tutorial -
Five Signs You're Missing Sales Opportunities
Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.
View This Diagnostic
