Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

The Real Problem With "No Decision" Losses

Some experts say that no-decision losses are a symptom of weak qualification processes or an inability to sell on value. But we have serious doubts about this conventional wisdom.
Two Great Examples Of Horrible Marketing Messages

Sometimes you run across marketing messages that are so full of platitudes and buzzwords that they're comical. Take a look at these amazing examples and the advice we have to be sure you don't fall into the same trap these companies did.
Why Losing Your Sales Team's Confidence Is Dangerous

Having salespeople that are confident in what they're selling can certainly help close deals. But as this case study shows, things can get ugly if that confidence isn't there.

Recommended On-Demand Training Webinars

Questions from the Community

Question

If we spot a potential customer defection early enough, can we turn it around?

Question

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?

Question

How do we know when to segment our data for analysis?

Recommended Tools & Diagnostics

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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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 Price Segmentation Self-Assessment

Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.
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Recommended Case Studies

Popular Expert Interviews

Exposing the Power of Price Elasticity in B2B

Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
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Keeping Your Customers After You've Acquired Them

In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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Predicting the Future of B2B Marketing

What if you could talk to the top thought leaders in B2B marketing and get their predictions about where B2B marketing is headed in the future? Paul Salvaggio of Backbone Media did just that. And in this expert interview, Paul reveals what he learned.
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Recommended Tutorials

Popular Express Guides & Research

Manage Your Customer Mix to Improve Profits

A video guide that demonstrates how to improve gross margin production without changing your prices or lowering your costs
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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.
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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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