Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

In Marketing, Your Opinion is Irrelevant

Just about everyone seems to have an opinion in marketing--from what messaging should be to which campaigns to run. Of course, there’s nothing wrong with having an opinion. But most of them don't matter.
Missing Capabilities in B2B Sales & Marketing

Acquiring valuable customers is clearly a necessary skill for effective sales and marketing organizations. But there are three capabilities that are just as important in B2B...and a lot of teams are missing them!
The Important Audience Most Marketers Ignore

What would happen if you got rid of every part of your B2B marketing program except the calls to action? Ridiculous, right? Well, that's exactly what a lot of marketers do with one important audience.

Recommended On-Demand Training Webinars

Questions from the Community

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What’s the difference between lead generation and cultivation?

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What’s the difference between a “defined” and “undefined” market?

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Can modeling account potential help me with forecasting?

Recommended Tools & Diagnostics

Preventing Bad Deals Before They Happen

After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.
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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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Three Types of Buyers That Don't Buy on Price

Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
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Recommended Case Studies

Popular Expert Interviews

Exploring Four Different Buyer Personas

This interview with Nelson Hyde teaches you about four key buyer personas --- how to identify them and how to best deal with them.
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Creating More Powerful Sales Proposals

Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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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.
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Recommended Tutorials

Popular Express Guides & Research

Avoiding Mistakes in Customer Profitability

For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
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Avoiding Five Margin-Killing MarCom Mistakes

How to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even talks to the prospect.
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Answering Three Questions to Enable Change

In this guide, learn a more effective approach for championing new solutions in B2B environments.
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