Integrated Sales And Marketing Excellence

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Teaching slides for Integrated Sales & Marketing Excellence by S. Joe Khoei

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Integrated Sales and Marketing Excellence By: S. Joe Khoei Presenting for: SBA San Francisco 01-FEB-10

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"Information is the oil of the 21st century, and analytics is the combustion engine" – Gartner A large percentage of marketing efforts in a consumer goods business has little to no impact on sales. One primary reason for low-yield marketing campaigns is the inability to leverage data. Success in the consumer goods industry largely depends on the speed and accuracy of decision-making. This eBook will help you discover: 1. Challenges marketers face in in the consumer goods business 2. The current state of marketing analytics 3. The overview and importance of advanced analytics 4. Traditional analytics vs advanced analytics 5. Advanced analytics solutions use cases in the areas of - Measuring marketing effectiveness - Optimizing marketing and advertising spend - Sales forecasting - Product portfolio management - Marketing mix modelling 6. Driving analytics adoption within your organization with AI 7. Case study: How a global CPG company reduced marketing spend by 5% with advanced analytics 8. How you can get started right away?

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The State of Association Marketing Benchmark Study is now in its fourth year. From its inception, the study’s purpose has been to help associations become better at marketing. To do this, the study inventories association marketing practices and through analysis attempts to identify those associated with the highest level of marketing effectiveness. The importance of member understanding has continued to emerge as a key success factor in association marketing. A deep member understanding is crucial for many reasons, not the least of which is so associations can better allocate their budgets. Those associations that have certainty about the needs of their members will allocate line items in their budget to better serve them.

The State of Digital Marketing for Associations 2017

Demand Metric

This slide presentation accompanies this this session https://youtu.be/lNDZbD3kSy4 and explores how any company that is generating and tracking leads should utilize—and continually optimize—marketing automation. The panel offers strategic insight and best practices on such topics as… - Strategies for scoring and mapping your lead flow to build an effective sales pipeline - What information should reside in your marketing automation system - Aligning relevant content to “personas” to optimize lead nurturing and engagement With a well thought out strategy, companies can improve lead generation, engagement and conversion—making marketing automation the “Rock Star” of your organization.

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Two broad approaches exist to improve data quality, accuracy and completeness: an in-house data hygiene process, and using external data or services. In a study sponsored by Dun & Bradstreet, Demand Metric studied both approaches, looking closely at the use of acquired data in sales and marketing applications/solutions. The goal of the study was to learn how companies are using acquired data and how that data is making a difference in campaigns, demand generation and other key results. This report details the findings of this study, providing benchmarks for acquired data performance and making the case for its use.

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In 2013 and 2014 marketers began adoption and testing of the practice. The hype surrounding the market was near deafening but a lot of fun. During 2015 and 2016 we saw ABM practitioners beginning to craft and adopt best practices. What’s around the corner for ABM?! ! During Q4 2017 Demand Metric connected The Account-Based Marketing Consortium and five C-Level executives in a live discussion. These experts from around the world applied their combined experience to explore what the next stage of ABM will look like. This report will identify and discuss the positions of these ABM experts and will share answers to the following key questions:! ! • What are the areas of focus in 2017? • Where should practitioners place their investments? • What mistakes of the past can we learn from? • And, what successes should we seek to scale?

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The creation and dissemination of content is at the heart of the modern marketing organization’s work. Any digital marketing endeavor is fueled by content, and prospects who embark on a buying journey are most likely to first encounter a selling company through its content. This report summarizes the results of a survey used to collect the study’s data, sharing the key findings and insights that came from the data analysis.

The State and Impact of Content Consistency

Demand Metric

The classic B2B sales and marketing funnel is a model that has served marketers well for decades. An entire ecosystem of job titles, roles, responsibilities and technologies now exists around the funnel. Funnel management has evolved as a science with precise measurements that marketers use to manage and optimize a set of complimentary tools, processes and relationships that have to work in harmony to pull things through the funnel. But whether marketers realize it or not, they’re no longer working with their grandfather’s funnel. A sustained period of barely perceptible change with the funnel has taken most marketers to an unfamiliar place. Top of funnel performance in the not too distant past was often the worst. It was predictably unreliable, with a chronic shortage of leads to feed the more efficient, demanding and hungry sales process at the bottom. An expansive collection of tools, technologies and solutions has been directed at the funnel’s traditionally weak point – the top – to increase the inflowing leads from a trickle, to a stream to now in many cases, a deluge. While marketers welcome the lead flow, for most it simply moves the problem to another funnel location. The reality for many marketers is they now have more people interacting with their content. There are ever greater numbers of things to follow-up on, to route, to track and to push through the funnel. Demand Metric, in partnership with MRP, has completed a study about the current state of the funnel. The “funnel flow” survey measured how well leads flow through the sales and marketing funnel. This report shares the data and analysis from this research effort, providing insights on how to optimize the flow of leads through the funnel.

The State of the Sales & Marketing Funnel

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Marketing Metrics - The Smart Marketer's Advantage

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Inbound Marketing Effectiveness Benchmark Report

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This association marketing benchmark study is now in its third year, and from the beginning, the study’s goal has been to help associations become better at marketing. A healthy, effective marketing function whose contributions are well understood is a key ingredient to overall association wellness and growth. Yet, such market functions are in the minority, not just in the association world, but across corporations as well. At the low end of the marketing effectiveness spectrum are organizations that struggle, as represented through comments shared by this frustrated association marketer: “Email blasts are the main communication tool. When angry recipients demand opt-out, the leadership team doesn't take the request seriously until legal action is threatened. There are no goals set from Social Media to measure success. We still use FAX blasts with the assumption that they are effective. Brochures are still used with very heavy amounts of text (copy). Any time a discussion is brought up about content marketing with valuable information provided for free to help grow the community - the idea is dismissed as ‘giving away the farm’...We've seen membership remain flat and decline and event attendance is flat with fluctuating numbers by location but no real evidence of growth.” As the comment above suggests, marketing’s failure to perform isn’t always the fault of marketing. There are many issues that help or hurt marketing’s effectiveness. This study takes a broad look at the issues shaping the association marketing landscape, reports the data from the study survey, providing some analysis and commentary to help association marketing improve.

State of Digital Marketing in Associations Benchmark Report - 2016

Demand Metric

Artificial Intelligence (AI) will happen in both TPx and Retail Execution sooner than you probably think – Promotion Optimization Institute According to Nielsen Holdings, 40% of Consumer Goods trade promotion spending doesn’t drive the desired results. Even though the trade promotions spend take up a lion’s share of the organizational revenue, traditionally manufacturers have always struggled in optimizing their promotion mix for the maximum bang for the buck. With the advancements in AI technologies, it is now possible to powerfully harness data and run high-yield trade promotions. What You Can Expect From The eBook? 1. Key Trade Promotion Optimization (TPO) challenges faced today 2. What is AI in the context of TPO? 3. How AI helps run profitable trade promotions? 4. What an AI-Powered analysis looks like? 5. Case-studies 6. How you can get started right away!

How An AI-Powered Trade Promotion Optimization Software Can Improve Consumer ...

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Transform raw data into insights with a marketing measurement framework: Do you know how your campaigns performed today? This essential question has become incredibly hard to answer. The explosion of channels, platforms, media, and devices is creating an avalanche of data that is proving difficult for marketers to navigate. Learn about a new framework for organizing and prioritizing marketing signals: an end result of lessons learned working with hundreds of global brands. Discover best practices for harvesting, organizing and analyzing your marketing results, and how this enables faster time to insight and more effective campaign execution. When you view the webinar, you will learn: 1) How top marketers organize and measure signals that matter, 2) How to identify the signals most relevant to your campaign objectives, and 3) How to quickly transform raw marketing data into meaningful insights.

Top Strategies for Marketing Signal Measurement

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Welcome to the 11th Annual B2B Content Marketing Benchmarks, Budgets, and Trends report. You may notice this year’s report feels different than past years and that’s by design. A year like no other required an approach like no other. As in past years, we fielded the survey during the summer. We asked many of the same questions as last year but added new ones to see how content marketers were faring several months into the pandemic. Although the data did not reveal drastic reductions in content marketing resources, many respondents shared in the fill-in comments their challenges of having to do more with less. Others shared their concerns about trying to reach audiences in an overcrowded virtual world. Nevertheless, one thing stood out: Content marketers are resilient. Most have met the challenges of the pandemic head-on: They’re adapting quickly—and they believe in the value their content provides.

11th Annual B2B Content Marketing Benchmarks, Budgets, and Trends: Insights f...

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Driving Marketing Efficiency In The Consumer Goods Business With Advanced Ana...

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