Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

How Pricing Can Destroy Sales & Marketing Performance

Many B2B sales and marketing operations think pricing is someone else's problem. But when you learn what can happen when the prices are wrong, you'll see why pricing is your problem after all.
The "Stale Content" Marketing Myth

Just because a particular piece seems old to your sales team doesn't mean it will seem old to new prospects. Keep using materials that are working well.
Why "Defining a Lead" Isn't Enough

There's a lot of talk in the space about sales and marketing departments needing to agree on the definition of a qualified lead. But while this is certainly a prudent and necessary step, it's not sufficient---because it only addresses part of the equation.

Recommended On-Demand Training Webinars

Questions from the Community

Question

How can pricing and discounting affect lead generation?

Question

What are the different buyer types we might be negotiating with?

Question

What if our whole analytics initiative is built around giving end-users the ability to slice-and-dice data for themselves?

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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The Marketing Research Interview Guide

Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.
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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.
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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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Trade Secrets of Effective Lead Generation

There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.
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From Gathering Research to Generating Leads

What happens when a content marketing firm decides to actually practice what it preaches? They develop a repeatable marketing program that generates a whopping 250% more qualified leads! In this interview, Paul Salvaggio opens the kimono on this successful campaign.
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Recommended Tutorials

Popular Express Guides & Research

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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Why Strategic Accounts Defect to Competitors

Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.
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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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