Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

Think You’re in a Unique Market? You’re Not Alone

Every B2B marketing situation is different, but they all have more in common than you might think.
3 Reasons To Stop Focusing On Your Biggest Customers

Nearly 50% of companies report that their first priority is on customers that generate the most revenue. But there are three very good reasons your largest customers should NOT receive all of your attention.
The Key To Diagnosing Lead Generation Problems

If you aren't creating enough leads or enough good leads for your sales team, you'll need to find the root cause of the problem in order to solve it.

Recommended On-Demand Training Webinars

Questions from the Community

Question

What are some typical things that can hurt lead generation?

Question

How can pricing and discounting affect lead generation?

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When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?

Recommended Tools & Diagnostics

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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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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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.
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Recommended Case Studies

Popular Expert Interviews

The Revenue Marketing Center of Excellence

With revenue marketing gaining popularity, many are wondering what kinds of organizational structures will best support the transformation. In this interview, Debbie Qaqish of the Pedowitz Group explains why the Center of Excellence model makes so much sense for revenue marketing.
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Taking Lessons from a Serial Revenue Marketer

Turning a marketing function into a revenue-generating machine is no small task. But it's something Liz McClellan has done more than once. In this expert interview, Liz speaks frankly about her latest marketing transformation.
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Being Fearless When Selling to Procurement

Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
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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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Using Analytics to Drive Strategic Marketing Decisions

In this guide, you'll learn how to look at sales and marketing performance in a different way, use analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.
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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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