<img src="https://ws.zoominfo.com/pixel/Nfk5wflCTIIE2iSoYxah" width="1" height="1" style="display: none;">

Smart Growth Roundup

Subscribe and get the latest insights from both the industry and Imagine straight to your inbox on a biweekly basis.

The Smart Growth Roundup is our biweekly newsletter full of industry and Imagine insights. Every edition includes a specific focus in one of the following categories: Revenue Operations, Demand Generation/Lead Generation, Sales Performance, Sales Acceleration/Enablement, Database Management, or Go-to-Market Strategy. Here you'll find the entire archive of all our editions to the Smart Growth Roundup along with the web version of each email. 

March 21, 2023: Database Management

Access the web version of the newsletter here.

From Trujay: 4 Types of Data Migration & How to Avoid Risking Your Data’s Integrity

Data migration is never as easy as it may sound. But who says it has to be that hard? Let's break down the four types of data migration: database, application, storage, and cloud migration.

From Insycle: 30 Companies Explain How & Why They Switched Their CRM and Marketing Automation Software

In partnership with Databox, Insycle surveyed 30 companies who switched systems to find what they switched and why.

From HubSpot: CRM Migration Best Practices: An Introductory Guide for HubSpot Agency Partners

This article will guide you through overarching best practices for a successful data migration from an outside CRM into HubSpot.

From Commercient: Top 5 Benefits of Data Integration

Smart businesses are connected. Learn more about why your operations software needs to be integrated with your CRM.


March 7, 2023: Demand Gen/Lead Gen

Access the web version of the newsletter here.

From Forrester: The Art And Science Of Storytelling: An Interview With Bryan Yee

Unlocking knowledge in an organization is instrumental in accelerating learning. Forrester outlines steps that organizations can take to use storytelling in an agile knowledge management practice.

From Impulse Creative: How to Improve Your Customer Experience

Break down Impulse Creative's favorite customer experience tips for improving the experience for every customer that interacts with your business.

From Nextiny: What is StoryBrand Website Design? - HubSpot CMS Home Page Optimization

Based on the StoryBrand methodology, what should live on each section of your homepage

From CXL: The CXL Guide to Storytelling: Captivating Your Audience in 2023

Not every piece of content needs to tell a story. Applying storytelling in the right place, at the right time, in the right way makes all the difference.

7 Questions to Update Website Infographic

February 21, 2023: Revenue Operations

Access the web version of the newsletter here.

From Forbes: How To Successfully Implement A CRM

Choosing the right CRM solution is crucial, but key steps are needed to make it work for your business. Whether you're replacing CRM or you're a first-time user, your implementation strategy is critical.

From Netsuite: CRM vs ERP: What’s the Difference?

This article will help identify the key characteristics of both CRM and ERP, how they differ and whether a business needs ERP, CRM or both.

From MarketingProfs: Assessing Your CRM Implementation: Two Questions to Ask Yourself

If you want to get more from your CRM investment, whether through improved adoption or more robust use, asking yourself these two questions will help pave the way.

From zapier: 6 tips for successful CRM implementation

There are pitfalls and opportunities surrounding the CRM process. Here are some of the not-so-obvious costs you can encounter and tips for how to go into it prepared.

22 Tips for CRM Adoption Infographic

February 7, 2023: Sales Performance

Access the web version of the newsletter here.

From The Pipeline: Sales Pipeline Management: 4 Ways to Close Deals Faster

Good sales pipeline management can protect the health of your bottom line. Zoominfo shows you how to keep your cash flows in rude health during the coming recovery to meet your revenue growth targets.

From SBI: Creating Clarity and Confidence in a Year Like No Other

2023 could be a make-or-break year for your organization. Is your team prepared to succeed in uncertain markets?

From HubSpot: Sales in 2023: Choose Truth, or Dare to Lose

Hear from sales leaders in this e-book about how they are preparing for 2023 and maximizing the value of their teams and systems.

From Forrester: Time To Track Sellers Like Athletes

Sales teams are not used to having all their interactions tracked and analyzed, but neither were the athletes they are so often compared to. Here are three benefits that sellers will get when they are tracked like athletes.

5 Mistakes that Stall Pipelines Infographic

January 24, 2023: Demand Gen/Lead Gen

Access the web version of the newsletter here.

From HubSpot: 17 Email Marketing Best Practices That Actually Drive Results

Here are some email marketing best practices that you can use to generate more leads for your business.

From Digital Marketing Institute: 13 Amazing Examples of B2B Content Marketing

Content marketing has become the champion of B2B relations. However, finding the perfect mix of excitement and intrigue for what can often prove to be a highly dry subject matter is never easy.

From Nextiny: 8 Reasons People Ignore Your Email

Email marketing is an extremely effective way to keep your audience engaged with what you're up to, but be sure to watch out for the pitfalls of email that will cause people to send it right to the trash!

contextualized email nurture infographic


January 10, 2023: Go-to-Market Strategy

Access the web version of the newsletter here.

From Drift: 4 Go-to-Market Plays to Drive More Revenue Faster in 2023

If you're planning to meet and exceed your revenue goals this year, you're going to need a strategy. Here's a sneak preview of what some of the best practices are going to be this year.

From Gartner: The 9 Future of Work Trends That Impact Your 2023 Strategy

The last several years will continue to have a lasting impact on the future of work in terms of technological, generational, and social shifts. If you're free in February, this webinar will help you navigate these trends.

From SBI: Four Actions to Avoid During a Recession

The media is hyping up a recession but are unclear on the timing, severity or impact on certain industries. SBI's advice? Don't overcorrect.

From McKinsey: The digital reinvention of enterprise tech go-to-market

As customers demand both transformational expertise and simplified, self-serve experiences, the traditional enterprise sales playbook is being disrupted from the top down and bottom up.

Go-to-Market Strategy Defining Your Market Infographic


Enhance Your Knowledge






BOA - CRM Adoption & Utilization Webinar


December 13, 2022: Revenue Operations

Access the web version of the newsletter here.

From Zapier: CRM strategy: Why you need one and how to set it up

"When I bit the bullet and decided to get a CRM, it turned out to be the best decision I had ever made for my business." Here's why.

From Forbes: 10 Tips For RevOps Teams Navigating A Downturn

RevOps has a significant role to play in growing companies currently navigating their way into what is likely the start of a global recession. Here are ten time-tested tips for tackling a downturn.

From Gartner: Drive Greater Revenue With a New Go-To-Market Model and RevOps (APAC)

This webinar breaks down the internal and external struggles for tech and service providers, examining how the most progressive and fastest-growing companies combine a new GTM model with RevOps.

From MarketingProfs: The Missing Piece of Revenue Intelligence: Content Engagement Data

In an effort to adapt and compete today, organizations are increasingly throwing money at sales technology, embracing the revenue operations model and touting revenue intelligence capabilities.


November 29, 2022: Sales Performance

Access the web version of the newsletter here.

From The Center for Sales Strategy: How to Identify the Needs of Your Sales Team

How can you best identify the needs of the sales team? There are two methods in this article you need to consider.

From SBI: 4 Suggestions to Improve Forecast Accuracy

While SalesTech and AI capabilities can certainly help identify and predict forecast and pipeline accuracy, solidifying the fact base, operations, and management of the forecast and pipeline remains critical.

From Gartner: 5 Obstacles of Sales Forecasting

Sales forecast accuracy is a chronic issue in most organizations. Heads of sales operations may recognize these 5 common contributors.

From The Pipeline: Want to Close a Deal Quickly? Timing is Everything

Finding out that one of your accounts is already deep in conversation with a competitor ranks high on the list of the “oh no!” workplace scenarios. Here's what you should do next.


November 8, 2022: Demand Gen/Lead Gen

Access the web version of the newsletter here.

From Digital Marketing Institute: The Ultimate Guide to Content Marketing for “Boring” Businesses

Here are three techniques that you can use to make content marketing work for your "boring" business.

From MadKudu: Demand Gen Playbook: 5 Ways To Drive Revenue In A Down Market

Here is some practical advice and a couple of low lift plays you can deploy today to help generate revenue.

From CXL: Omnichannel Marketing: 7 Examples to Improve Customer Experience

When researching a new product, buyers use 10+ channels to interact with companies. Each channel presents a chance to make a good impression. 

From Drift: 3 Ways You Can Use Educational Content To Drive Growth

Educating your audience is table stakes for B2B brands today. Here are three biggest takeaways about product education.


October 25, 2022: Database Management

Access the web version of the newsletter here.

From Zendesk: Customer data management: 8 ways to manage and protect your customer data

Customer data management is the practice of ethically collecting, securely storing, and managing a database of customer info. Read here for 8 tips for CDM success.

From IBM: Database Security - An Essential Guide

Learn the complexities of database security and some practices, policies and technology that will protect the confidentiality, integrity, and availability of your data.

From The Pipeline: Companies Waste Millions on Low-Quality Data. Here's How to Stop It

Here's how to ensure your teams have high-quality, reliable data that sets them apart from the competition.

From Lucidchart: Cross-functional integration: Inviting database engineers and architects to the design table

Project managers can feel hesitant to bring database engineers and architects into the conversation early, fearing pushback before an idea gets going. In reality you should take advantage of their knowledge.

7 Data Migration Mistakes Infographic

The Keys to be Successful









October 11, 2022: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Benchmark: How to Write a Sales Email that Won't Get Ignored

Email marketing remains a robust sales and prospecting tool. While using email as part of your strategy is great, it's how you create those sales emails that actually matters.

From SalesFolk: 3 Cold Email Mistakes That Ruin Sales Conversations

Reaching out to leads via cold email can be intimidating at first. Will your message resonate with the people you want to start a sales conversation with or will you be rejected or ignored?

From Yesware: 10 Follow-Up Email Mistakes That Are Costing You Time and Money

A follow-up email is usually about getting what you want, but you can't do that without giving your recipient what they want. Yesware provides you with 10 mistakes to avoid at all costs.

From Drift: 3 Shifts B2B Sellers Need To Make To Modernize Their Selling

We need to modernize our approach to selling to meet buyers where they are with a personalized, frictionless experience. Drift provides 3 major shifts sales teams need to embrace to do exactly that.


September 27, 2022: Revenue Operations

Access the web version of the newsletter here.

From marketing charts: 3 Points About the Marketing Ops Professional

According to a study from MarketingOps, marketing ops professionals tend to feel more valued by their organization than fairly compensated for their level of experience. Here are 3 takeaways from the report.

From MarketingProfs: The Missing Piece of Revenue Intelligence: Content Engagement Data

Revenue teams have it tough trying to navigate digital selling, changes in buying behavior, and a volatile market. What do they need to accurately assess deal health and help their organizations win?

From Forbes: AI For RevOps: Ready For Takeoff

Most businesses that try to implement AI are not aware that a unified RevOps data model is a prerequisite to experiencing the full value.

From Wordstream: What Does Revenue Operations (RevOps) Have to Do With Marketing?

RevOps has become a common term in business lingo. It refers to the management of the revenue funnel of any given business. But how exactly does that work?

5 Sales and Marketing Trends to Win Infographic

September 13, 2022: Go-to-Market Strategy

Access the web version of the newsletter here.

From Gartner: Why Context and Situational Understanding Should Guide Your Go-To-Market Strategy

Never has it been clearer that the B2B sales playbook that got us here will not get us where we need to be. The traditional model is increasingly out of sync.

From terminus: How Today’s Changing Market Is a Golden Opportunity for Marketers

Marketing and the entire go-to-market function that drives and grows revenue in B2B companies like yours is actually at an inflection point.

From SBI: Do you have the right leadership to execute your 2023 growth strategy?

SBI's latest research shows CEOs are generally lacking confidence and conviction in their growth leadership roles.


August 30, 2022: Sales Performance

Access the web version of the newsletter here.

From SBI: The 5 P's of Sales Talent Motivation and Retention

Creating a culture of winning is challenging. What are the keys to motivating sales personnel so that your strategy is best positioned and you capture market share faster than the competition?

From Harvard Business Review: A Checklist to Help You Grow Your Sales Team

Companies with rising sales, or who see the potential for revenue growth, logically seek to increase the size of their sales force. But doing this isn’t simple. Follow these six steps to do it right.

From The Pipeline: Want to Train Better SDRs? Put Them in Control of Their Career

Nearly 40% of reps in the sales industry turn over in less than two years. The Pipeline can help you solve the de facto experience for a sales development representative. 

From HubSpot: 10 Steps to Building a High-Performing Sales Team

Not putting time and effort into building a successful sales team will affect all areas of your business, especially when it comes to meeting overall goals. Learn more with expert insights from HubSpot. 


The Keys to be Successful









August 10, 2022: Demand Generation/Lead Generation

Access the web version of the newsletter here.

From Nextiny: 8 Reasons People Ignore Your Email

You want to increase your email engagement as much as possible. So, if people are ignoring your emails, it's crucial to identify and solve the problem. Here are 7 reasons why your email could be getting ignored. 

From Forbes: 14 Go-To Tactics That Help Boost Open Rates For Marketing Emails

Getting people to open your emails is key to getting your products/services in front of prospects and building customer loyalty. The big question is, what inspires people to actually open an email? 

From DGMG: Why This Outbound Email Did Not Work

Using technology for the sake of using technology can demolish your chance to build trust with a prospect. So, how can you successfully use tech in marketing? Find out with this DGMG article.

From Digital Marketing Institute: A Practical Guide to Email Marketing Metrics

An optimized email marketing campaign has the potential to be all-powerful, driving better returns and higher levels of engagement. But, how do you measure it all? DMI can help you with that. 

Email Click Through Rates Infographic


July 12, 2022: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Gartner: Chief Sales Officers: Don’t waste your sellers’ time. Get your ruthless on to protect sellers from time sinks.

There’s work to do and decades of trading operational efficiencies for sales inefficiencies need to be remediated. Fast. Learn why with this article from Gartner.

From Indeed: How To Be a Good Salesperson: Habits for Success

A salesperson must form trusting relationships with customers and meet or exceed sales goals.  Find out what makes a good salesperson here. 


Did you know, among the information sources B2B tech buyers used in 2021, sales reps ranked fourth? Salespeople can’t just sell anymore, they have to become trusted advisors.

From SocialMediaToday: 5 Steps to Empower Your Sales Team with Content Experiences

Are you creating content that aligns with the needs and aims of your sales team? SocialMediaToday gives you 5 Steps to close some critical gaps.


June 28, 2022: Database Management

Access the web version of the newsletter here.

From Insycle: The Business Impact of Not Maintaining CRM Data

Customer data touches nearly every department in an organization. Insycle takes a look at how poorly maintained CRM data impacts different departments in an average company.

From CloudFiles: Why You Should Use CRMs

For a CRM to extract the most benefit out of the opportunities provided to you, defining the goals of your business is crucial. Understand the importance of using a CRM today.

From Lucidchart: Data models: CDM vs. LDM vs. PDM

With the right data model, you can visualize how your database works - from the data elements to the relationships among them and how data is used in business processes.

From zapier: The curse of bad data on your marketing content

The internet is awash in bad and misused data - and a lot of the bad data is finding its way into marketing content. When using data in your content, these are the questions you should ask yourself.

7 Data Migration Mistakes Infographic

June 7, 2022: Demand Generation/Lead Generation

Access the web version of the newsletter here.

From DGMG: What You Need To Know About Content Distribution

There’s one huge myth surrounding content distribution: If you build it they will come. This ain’t Field of Dreams. Before you build your content, read what DGMG has to say about content distribution.

From ZEN MEDIA: 10 Ways to Repurpose Your Content for Maximum Output

The internet never sleeps, which means it needs to be fed—constantly. And what does it like to eat most? High-quality content. Here are 10 ways to repurpose your existing content.

From Digital Marketing Institute: How to Develop Your Editorial Calendar

Every piece of content you produce has to fit into your overall digital marketing strategy. Here's how you can start developing your editorial calendar to help you achieve revenue goals throughout the year.

From Nextiny: How Refreshing Old Content Can Drive New Traffic To Your Site

Did you think you were done with that blog you posted in 2016? It’s time to dig up the unoptimized and underperforming blogs of the past and breathe new life into your backlog.



Unlock A Better Sales Process







May 24, 2022: Go-to-Market Strategy

Access the web version of the newsletter here.

From CRAYON: B2B Buyer Personas: Everything Marketers Need to Know

In order to stand out in a crowded market, you need to position your solution in a manner that resonates with your prospective customers. 

From Forbes: How To Help Sales Close More Deals With Buyer Personas

No matter what your industry is, sales success relies on having a customer-driven strategy. Forbes has you covered on how to leverage buyer personas for sales enablement.

From New Breed: Why Personas Matter to Marketing, Sales and Service

Buyer personas aren't just a tool for marketing teams. Anyone who interacts with customers should be involved in the process of identifying and defining key buyer personas for your business. 

From The Pipeline: How To Use Personas For Better Marketing

Set yourself up for success with marketing personas. By developing buyer personas, you can ensure that your marketing efforts don’t go to waste. 

7 Reasons Personas Fail Infographic


May 10, 2022: Revenue Operations

Access the web version of the newsletter here.

From Trujay: Top 8 Reasons CRM Adoption Fails and How to Implement Successfully

Various researchers put the CRM failure rate between 18% & 69%. If we estimate the total result from these CRM project studies, the failure adoption rate of approximately 30%. Learn more about why with Trujay. 

From LinkedIn: Why 70% of all CRM projects fail... and how yours will not be one of them.

CRM system follows commercial strategy … not the other way around.

It is and remains the DNA of marketing, sales, and service. Anne Guethoff explains a successful approach to CRM systems. 

From Forbes: On CRM: A Simple Way To Fix Your CRM Adoption Problem

You've spent thousands on a customer relationship system and your people aren't using it. User adoption is among the highest of concerns with CRM systems and Forbes will show you how to solve this problem. 

From Forrester: Executive Guide 2022: Customer Relationship Management (CRM)

The flurry of technology-fueled disruptions that have shifted the power from businesses to consumers continues to drive greater customer expectations. Read Forrester's study on CRM solutions and strategies.


April 27, 2022: Database Management

Access the web version of the newsletter here.

From Harvard Business Review: 3 Ways Data Dashboards Can Mislead You

We all love dashboards, but dashboards aren't the magic view some managers treat them as. While they provide snapshots of important measures, dashboards can be poor at providing the right context.

From Databox: 10 Common Dashboard Design Mistakes and How to Avoid Them

Are you pouring your heart and time into dashboards no one appreciates? Fix these dashboard design mistakes and watch things change!

From ZenMedia: Why Big Data Doesn't Always Lead to Better B2B Marketing Decisions

How do B2B marketers identify the data that matters amidst the noise and vast amounts of data that's available, but not useful?

From Insycle: HubSpot Data Quality: Why Dirty CRM Data Hurts Your Marketing

There are an unending number of ways that bad business data can have a negative impact. Here are 3 ways bad HubSpot data can hurt your marketing campaigns.


April 12, 2022: Sales Performance

Access the web version of the newsletter here.

From The Center For Sales Strategy: Effective Feedback for Sales Performance

Almost every sales organization has various types of sellers. There is an important technique that can give you a big boost with all of them that top-performing sales managers use to stay on top: Feedback. 

From Harvard Business Review: Are You Paying Attention to the Right Sales Metrics?

A tremendous amount of time is spent reviewing information that has little influence on sales metrics. However, there are leading indicators for CEOs to look at in order to influence outcomes and drive growth. 

From SBI: Using Data to Drive Sales Strategy and Execution

The most successful organizations are finding ways to drive greater certainty and predictability into their business through data. Ready to drive a discipline of data into your sales strategy?

From HubSpot: 21 Ways to Improve Individual and Team Sales Performance

Good sales performance is highly valued, but it can also be tough to achieve for many salespeople and organizations. HubSpot has 21 ways to improve your sales performance for consistency. 


Increasing Adoption in RevOps and Your Go-to-Market Strategy

BOA - CRM Adoption & Utilization Webinar



March 28, 2022: Go-to-Market Strategy

Access the web version of the newsletter here.

From HubSpot: 7 Proven Ways to Know Your Audience Better

When you know you audience, you can ensure the items you sell and the content you produce consistently resonate with them. Learn how knowing your audience will help you convert more leads.

From Forrester: Three Reasons Why Your CEO Should Embrace An Audience-Focused Go-To-Market Strategy

Taking an audience-focused approach aligns teams who can better serve the customer and yield better business results. Here's why you should be embracing this strategy.

From Crayon: 8 Pain Point Examples From the Real World (+ Tips for Better Understanding Your Prospects)

If you want to win in your market, you need to position and promote your solution in a way that make prospects think, That's exactly what I'm looking for.

From SBI: 7 KPIs to Evaluate Go-To-Market Effectiveness

Evaluating the effectiveness of a GTM strategy, and the team driving it, is a challenge. How do you know if you have the right strategy?

Ideal Client Profile Infographic

March 10, 2022: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From CRAYON: 9 Sales Enablement Tools Your Team Needs to Win a Competitive Battle

A sales rep has entered a competitive situation: are they ready to go to battle and win? A lot can go into preparing that sales reps have to handle...Here are 9 key sales enablement tools from CRAYON.

From The Pipeline: How to Fix the Cracks in Your Sales Tech Stack

As sales and marketing tech stacks grow more complex, the infrastructure is beginning to show some digital cracks. The good news is The Pipeline can show you how to fix and prevent these problems. 

From SBI: Five Questions with Smart Selling Tools’ Founder, Nancy Nardin

The sales tech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase. Get to know Nancy Nardin and her top predictions for sales tech in 2022.

From Forrester: Four Steps Sales Leaders Should Take To Make The Right Sales Tech Investments In 2022

Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. Sales leaders should identify the right sales tech investments with Forrester's 4 steps. 

7 Questions to Ask Before Buying Technology Infographic

February 22, 2022: Demand Gen/Lead Gen

Access the web version of the newsletter here.

From DGMG: How to Repurpose Content Across All of Your Channels 

There’s nothing wrong with using the content you already have to inform the content in other channels. DGMG wants to show you an example of how they did this with a marketing lesson from the '60s. 

From Digital Marketing Institute: Content Marketing: How to Create Great and Distribute Great Content

Great content doesn’t involve plugging your products endlessly. Instead, it offers real value to people – and most importantly, it serves a purpose. 

From HubSpot: 12 Great Examples That Prove the Power of Repurposing Content

Stagnant organic traffic is the last thing you want to see when reviewing metrics, but it’s an issue that every marketer deals with. So to inspire your repurposing efforts, HubSpot put together 12 examples. 

From Zen Media: Reduce, Reuse, Repurpose, and Recycle Your Content

If you want to extend the reach of your brand or business, you need to create a constant stream of content. It's also a struggle to do this on a regular basis. But don’t worry. Zen Media has the solution.

Create More Compelling Content Infographic

February 8, 2022: Revenue Operations

Access the web version of the newsletter here.

From Crayon: 5 Next-Level Tactics for Gathering Competitive Intelligence

You can’t afford to spend too much time in gathering mode. So, to help you maximize the impact of your efforts, Crayon's blog post will explore five next-level tactics for gathering competitive intelligence.

From InsightSquared: 2020: A Look Back in Revenue Intelligence

When it comes to innovation in revenue intelligence—this has been a year that has transformed this industry drastically—for the better. So let’s countdown the top 5. 

From People.ai: Forrester Report: Revenue Operations & Intelligence – The People.ai POV

Revenue teams are still struggling to find a repeatable winning formula, and People.ai believes the core of that problem comes down to one thing: data.

From Forrester: Revenue Operations And Intelligence (RO&I) Is Now Core To A Go-To-Market Tech Stack

It is now imperative for B2B organizations to have a comprehensive view into buyer relationships and engagement activity.

5 Dominant Sales & Marketing Trends Infographic

A Start to Strategy & Revenue Operations


BOA - CRM Adoption & Utilization Webinar




BOA - Revenue Acceleration Manifesto


January 25, 2022: Sales Performance

Access the web version of the newsletter here.

From Forrester: Four Things Sales Executives Should Do Immediately To Ensure A Fast Start To 2022

To help start the year on the right foot, Forbes identified four things sales leaders should do in January to ensure a strong start to 2022.

From The Harvard Business Review: Is Your Sales Team Struggling to Sell Solutions?

Why hasn’t the shift to selling solutions happened already? This article outlines three primary reasons and explains why it’s more a leadership issue than a sales issue.

From The Center for Sales Strategy: Minimizing Internal Roadblocks – Let Your Sellers Sell!

Hunters like to hunt, but many don’t really like to cook or clean up after their kill. What are ways that you can let your sellers sell and minimize the roadblocks they deal with?

From SBI: 5 Ways Sales Leaders Create a Winning Culture

Here are 5 ways sales leaders set a foundational sales culture that helps them attract and maintain a well-oiled sales machine.

Salespeople Kill Sales Infographic

January 11, 2022: Database Management

Access the web version of the newsletter here.

From Insycle: The Business Impact of Not Maintaining CRM Data

Why should I invest my time, energy, and money into maintaining CRM data? You have to take a broad view of how that data is used.

From The Pipeline: Dirty Data: How to Spot and Clean Bad Data Types

Using dirty data to fuel your business initiatives is like putting the wrong fuel type in your car. Here we'll tackle some urgent dirty data questions.

From Forbes: The Death Of Dirty Data: The Importance Of Keeping Your Database Clean

Data must be useful. It should provide opportunities for strategic insight and support data-driven decisions. This is where the quality of data comes into play.

From Synthio: 5 Best Practices for Data Cleaning

Today, nearly 67% of businesses rely on CRM data for growth of their bottom line. Yet, 94% of B2B companies suspect inaccuracy in their database. Do you need to consider data cleaning?



December 14, 2021: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From The Pipeline: 6 Ways Breaking Sales Call Rules Leads to More Sales Success

It's time to make your own rules. Breaking from tradition will help your team stay adaptable and engaged in a shifting marketplace.

From Sales Benchmark Index: Accelerating Growth Through a High-Performance Sales Culture

SBI recently analyzed 15+ best-in-class sales organizations to understand what separates market leaders from their peers. One common theme separated the best from the rest.

From Crayon: 7 Metrics You Can Use to Measure the Success of Your Sales Enablement Efforts

Whether you're a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively.


November 30, 2021: Demand Gen/Lead Gen

Access the web version of the newsletter here.

From HubSpot: Why Buying Email Lists Is Always a Bad Idea (And How to Build Yours for Free)

You need people who you can email. Here is a list of clean and effective ways to build your email marketing list without simply buying one.

From CXL: Email Marketing Strategy: Collecting Subscribers, Users & Loyal Customers

Break down the main elements of high-performing emails to show you how to drive action from your campaigns, and learn how to create a strategy that fits your customer lifecycle.

From Semrush: 12 Paid Advertising Mistakes & How You Can Make Your Ads Better

Paid advertising platforms have become more complex. There are more opportunities to make small mistakes that can be costly. Here are some simple mistakes that can kill your advertising and how to fix them.

From VirtualImage: 10 Signs It's Time for a Website Redesign

If your website has experienced one or more of these pain points described here, it might be time for a redesign.


Increase Your Ability to Win Sales







November 16, 2021: Revenue Operations

Access the web version of the newsletter here.

From chargify: How Does your Technology Stack Change When you Take a Revenue Operations Approach?

Learn how RevOps relates to your toolset and how to figure out if your toolset fits into your new RevOps alignment.

From Harvard Business Review: Don't Buy the Wrong Marketing Tech

The number of vendors offering marketing tech is exploding, but too many companies take a "bottom-up" approach: rather than starting with the objective, they begin with what is being sold to them.

From Lucidchart: How to choose the right technology stack for software architecture

Consider these things when choosing your software architecture tools, and get an understanding of what tech is currently popular to help you decide on a software development stack.

From Drift: 5 Steps to Unlocking Your Revenue Team's Potential

We can no longer think of marketing, sales, and customer success as separate, siloed teams. Together, they are one single revenue team.


November 2, 2021: Go-to-Market Strategy

Access the web version of the newsletter here.

From Emotive Brand: How to Get the Most Out of Strategic Messaging

Messaging is not going away. What's changed is the way we communicate. The messaging we provide must be useful from day 1.

From CXL: How to Build a Messaging Strategy that Grabs Your Customer's Attention

Explore how you can set yourself apart from the competition and deploy a messaging strategy that resonates.

From Profitwell: How to write a brand positioning statement that fosters retention

This article explains what a brand positioning statement is, gives examples, and helps you get started with creating your own.

From Crayon: The 5 Best Brand Positioning Examples We've Ever Seen

Look at concrete examples of brand positioning, what you can learn from each example, and how you can leverage those learnings to improve your own efforts.

Create Your Ideal Client Profile

October 19, 2021: Sales Performance

Access the web version of the newsletter here.

From techstars: The Top 10 Mistakes In B2B Sales

Get insights from 40 years of operational experience and interviews with 32 internationally successful founders on the mistakes made in b2b sales.

From The Center for Sales Strategy: Slow Down the Sales Process So You Can Speed Up the Sale

Everybody wants to sell faster. On the surface that sounds like a good idea -- but it's not.

From Harvard Business Review: Are You Paying Attention to the Right Sales Metrics? 

There are likely specific measures of progress that are particularly meaningful to your business. Are you tracking them?

From Forrester: Transformation, Not Adaptation, Will Be Key For B2B Sales Leaders In 2022

To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal.


August 5, 2021: Go-to-Market Strategy

Access the web version of the newsletter here.

From Sales Benchmark Index: 3 Keys to an Unmatched Account Segmentation Strategy

good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare?

From StoryBrand: 5 Ways to Make Your Customer the Hero in Your Marketing Material

Learn how you'll be sought after to help prospects in their journey when you position them as the hero and your company as their guide.

From Crayon: 6 Steps to a Strong(er) B2B Value Proposition

Whether you're starting from scratch or revisiting an existing value proposition, here's a 6 step process you can follow to maximize the quality of your final product.

From Visual Capitalist: The Biggest Business Risks in 2021

We live in an increasingly volatile world, where change is the only constant. Keep these risks in mind as you're updating your strategies.



Foundational Resources for All Businesses






October 5, 2021: Database Management

Access the web version of the newsletter here.

From Zoominfo: Building a Sales Tech Stack? Start with Good Data

Sales teams are faced with hundreds of solutions, but without high-quality data to connect them all, many tools can turn into empty boxes that fall short of their goals.

From Insycle: What Are the Benefits of HubSpot Data Cleansing?

Data cleansing by hand isn't realistic -- it would take you weeks to clean out every record. What you need is a data cleaning solution.

From Lucidchart: Database management best practices

Your work isn't done after a database is created. You need to have a number of good management best practices in place to keep data quality high & database performance on target.

From databox: Cleanup Your Bad CRM Data Like the Pros Do

Sixty-seven marketers share the best ways to combat dirty CRM data issues, so you can improve your marketing & sales effectiveness.


September 21, 2021: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Gartner: Evolve Sales Enablement to Support Revenue Operations

Sales leaders should shift from sales enablement to revenue enablement to support revenue operations in today's complex B2B buying & selling environment.

From LinkedIn - Gong Labs: 7 Tips for writing the perfect follow-up sales email (according to science)

After analyzing over 300,000 emails specifically on follow-up prospecting emails, Gong learned two major things about the formula for setting meetings.

From OpenView: How to Hire Enterprise Salespeople

Building an effective enterprise sales team for the long haul starts with the people you hire. Reflect and strategize so you can hire the best people.

From Sales Benchmark Index: How to Empower Your Sales Team to Have Meaningful Conversations

Better understand your buyer's needs and help them get access to timely information, customer insights, and effective communication tools.


September 7, 2021: Demand Generation/Lead Generation

Access the web version of the newsletter here.

From CXL: How to Use Storytelling in Business to Build Captivated Audiences

Learn how to apply to art of storytelling in your marketing initiatives to engage and grow your audience, when to use it, and when not to.

From Copyblogger: What's the Difference Between Content Marketing and Copywriting?

If you're writing great articles that people would love to read, but you're not getting the traffic you want, the problem may be ineffective copywriting.

From Harvard Business Review: Research: When A/B Testing Doesn't Tell You the Whole Story

By identifying the characteristics that actually correlate with high sensitivity, marketers can proactively target their campaigns at the customers who will be most receptive to them, increasing ROI.

From OpenView: How to Write an Outreach Email That Someone Will Actually Read

With these 3 key tips, you will have everything you need to improve your outreach campaigns and make real connections with people.


August 23, 2021: Revenue Operations

Access the web version of the newsletter here.

From CloudFiles: What is the difference between ECM, DMS, DAM, CMS, & FMS?

Streamlining business documents can be hard. There are so many different types of document management systems. This article differentiates between the above options.

From Forbes: B2B Revenue Operations Is Seeing Greater Centralization, But Can Organizations Make It Stick?

This article highlights a big takeaway from a revenue operations research survey from Forrester and what the insights mean for both the approach to revenue operations and practitioners.

From Drift: Want to Accelerate Your Revenue? Here's Why You Need Conversational Sales.

Ask any marketer, sales rep, or customer success person the most important metric they're chasing. Peel back those metrics and you'll see it comes down to one thing: accelerating revenue.

From Harvard Business Review: Why Your Company Needs Revenue Operations to Drive Transformation

In an era with heightened customer needs, overlooking untapped insights may be costly for your organization.

What is RevOps Infographic


The Starting Line For Sales, Marketing & RevOps




July 20, 2021: Database Management

Access the web version of the newsletter here.

From Zoominfo: Experts Weigh In on Data Hygiene Best Practices

Although most companies have now adopted some version of a data hygiene strategy, dirty data is still very much alive and well.

From Adweek: Building the Right Mar-Tech Stack for Your Organization

Today there are thousands of marketing tools and platforms that sit across various categories - data tracking, integration tools, and more. So why is marketing technology important?

From Harvard Business Review: Your Data Supply Chains Are Probably a Mess. Here's How to Fix Them.

Most organizations struggle with a few common issues that can be addressed by focusing on "data supply chain" management.

From MarketingDive: 50% of agencies outsource data amid persistent uniqueness, validity concerns

Take a look at the findings from Stirista's survey of agencies across the Ad tech and Martech worlds and their concerns for high-quality data, as half of respondents outsource their consumer and B2B data needs.



July 8, 2021: Sales Performance

Access the web version of the newsletter here.

From HubSpot: How to Increase Sales: Tips from HubSpot Experts

Are your sales numbers flat this year? Are you struggling to hit your goals? If so, you're not alone. With some expert advice, you'll be well on your way to crushing your sales goals.

From Sales Benchmark Index: 5 Ways Sales Leaders Create a Winning Culture

There are 5 ways sales leaders set a foundational sales culture that helps them attract and maintain a well-oiled sales machine.

From The Center for Sales Strategy: 6 Things the Best Salespeople Never Do

In order to fully understand what makes a high performing salesperson, it's helpful to recognize behaviors NOT exhibited by this elite group.

From tenfold: How to Overcome Sales Objections and the Fear of Rejection

Handling sales objections can make or break a future relationship with a sales prospect, and objections that aren't handled properly can prevent a future meeting or purchase.


June 23, 2021: Demand Generation/Lead Generation

Access the web version of the newsletter here.

From Zenmedia: 6 Step Guide to Launch An Email Drip Campaign (With Examples)

Email drip marketing comes down to providing your customers the right information at the right time. Here's a 6 step guide to launching an email drip campaign.

From Impulse Creative: What a Child's Nursery Rhyme Can Teach You About the Customer Buyer's Journey Stages

Just like any relationship, a relationship with your prospects takes time to grow. See how "Mary Had a Little Lamb" can be used as an analogy and detailed example for understanding the customer journey.

From Zoominfo: Three High-Impact Benefits of Email Marketing

Email is the most advanced medium of communication between marketers and their ideal customers. Here's why you should pay attention to the most measurable asset in your toolkit.

From CXL: How to Build a Beloved Product Without Email Marketing

It's important to know that this strategy isn't right for all businesses. You have to be strategic about what you replace it with to continue to be successful.

7 Ways to Screw Up Your Demand Gen Strategy Infographic

Set Your Teams Up For Success (On All Fronts)




June 9, 2021: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Sales Benchmark Index: A New Rep Profile: How Sales Leaders Are Evolving A-Players in 2021

What defines an A-player rep today? Here's what you need to understand about how the past year has shifted the approach to managing relationships and closing business.

From Gartner: Focus on Enablement and Critical Skills to Lead Sales Through Disruption

To quickly and effectively respond to disruption, focus on both dynamic buyer and seller enablement and building these new critical skills.

From Crayon: 6 Best Practices for Better Alignment Between Your Sales & Marketing Teams

When everyone is aligned, the business as a whole tends to grow. How do you do it? Here are 7 best practices for better alignment.

From G2: Sales Acceleration: If You're Not First, You're Last

Creating relationships with customers is crucial, but there are so many other tasks that come along with sales that can slow down the process of selling. That's why you need a sales acceleration strategy.


May 26, 2021: Go-to-Market Strategy

Access the web version of the newsletter here.

From OpenView: The 8 KPIs That Actually Matter - and How to Measure Them

There are dozens of metrics that can fall under the KPI umbrella. Cover the 8 KPIs that OpenView monitors closely, and how you can measure them, too. 

From for Entrepreneurs: Clarity of Message: Why You Need A Great Message & How To Create It

How do you make your message simple when what you're offering is complex? This post provides information and exercises you can do to create a great positioning statement.

From Crayon: How to Create a Winning Brand Positioning Strategy

Take a deeper look at the essence of brand positioning and about the strategies you can use to help your product/service rise to the top.

6 Stages of a Successful Growth Strategy

May 11, 2021: Revenue Operations

Access the web version of the newsletter here.

From CXL: Marketing Integrations: The Challenge of Getting Your Marketing Tech Stack to Play Nice

Should you use best-of-breed tools or an all-in-one marketing suite? The trend has shifted to a preference for integrated suites.

From Demand Gen Report: B2B Orgs Turn To Third-Party Data, Strong Leadership To Fuel RevOps Engines

As B2B organizations evolve their strategies and become revenue focused, total alignment, dynamic datasets and strong leadership can ensure success.

From Impulse Creative: What is Revenue Operations, AKA RevOps?

The good news is your business is growing. The bad news is, you're not sure if you're ready for everything that comes with it. Your answers lie in adopting a RevOps mindset.

From HubSpot: The Importance of a CRM: Why Your Company Needs a CRM to Grow Better

CRMs are powerful tools that can help you expedite business growth. Here are 7 reasons why your company needs a CRM to grow better.

What You’re Getting Wrong About RevOps Infographic

April 20, 2021: Data & Analytics

Access the web version of the newsletter here.

From Sales Benchmark Index: How Sales Leaders Activate Key Data to Drive Alignment

Prescription and predictiveness are the principles that sales leaders should frame up to leverage market insights and drive decisions that impact top-line growth. 

From Gartner: The Future of Sales Analytics Promises More Commercial Impact

The future of sales analytics leverages intelligent applications and new data sources to drive more commercial impact. Learn what lies ahead.

From Harvard Business Review: Data Is Great -- But It's Not a Replacement for Talking to Customers

Many companies rely too much on big data and analytics in their hunt for strategic insights. They'd do better if they went out and talked to their customers.

From Zoominfo: Tackling Bad Data: How Poor Data Quality Impacts Your B2B Bottom Line

Businesses depend on data to fuel business growth. However, if that data isn't clean, your marketing and sales efforts take a hit.

Reduce Friction & Build Your Teams for Success





April 6, 2021: Demand Generation / Lead Generation

Access the web version of the newsletter here.

From HubSpot: Why Business Acumen is Key to Sales Success (And How to Get It)

Business acumen is a term often thrown around boardrooms and blog posts. HubSpot breaks down what it is, why it's important, and how you can develop it in this article.

From Forrester: Inside The Black Box: Designing Sensors To Decode B2B Buying Signals

To enable post-linear buying journeys, marketers must design programs and tactics that connect content and conversations across interactions to predict and respond to buyer needs in real time.

From Sales Benchmark Index: How Marketing Leaders Are Supporting Acquisition, Nurture, and Retention

It's more important than ever for Marketing Leaders to approach Revenue Marketing from a Customer Experience lens.

From Convince&Convert: How Marketers Are Optimizing Their Email Marketing, According to Research

Ascend2 and other research partners fielded the Email Marketing Optimization Survey and around 300 marketing professionals responded. Here are noteworthy insights from the study. 

March 23, 2021: Demand Generation & Sales Enablement

Access the web version of the newsletter here.

From Gartner: How Marketing Can Better Sense and Respond to Customer Needs

In a recent Gartner survey, 90% of marketing leaders agreed that the marketing function needs to be more adaptive to shifts in customer needs. Learn how to better adapt here.

From CXL: Common B2B Challenges and How To Solve Them

CXL surveyed over 200+ B2B executives and marketing & sales leaders to find out what challenges they face. Here's what they learned and the steps you should take to put yourself in a position to succeed.

From Crayon: 5 Expert Tips for Improving Your Sales Enablement Strategy

It's often a challenge to get sales teams to adopt the resources being made for them. Here are the best tips for getting sales to use their sales enablement resources.

From InsightSquared: Chief Revenue Regrets: Relying on Reps to Provide Forecasting Deal Data

We all know who our best sales reps are, but do we really know what they are doing to be so effective? Most often the answer to this is no.

March 9, 2021: Sales Acceleration/Enablement & Go-to-Market Strategy

Access the web version of the newsletter here.

From CXL: Market Positioning: The Keys To Getting It Right

This article explores what market positioning is, how to position yourself effectively, and look at some examples from both established and up and coming brands.

From HubSpot: 15 Tried and True Ways to Improve Your Sales Skills

Professional development is essential for salespeople. To progress in your sales career, consider developing and refining the following skills.

From Harvard Business Review: How Savvy Midsize Firms Increase Sales in a Virtual World

What can leaders of midsized companies do to keep a personal touch in sales interactions? HBR found a number of midsized companies whose sales forces have been holding their own and what they've been doing.

From Inc.: Navy SEALs Use This 7-Step Process to Achieve Any Goal. You Can Too

Rob Roy, a 25-year veteran of the SEALs, lays out the 7-step approach SEALs use to tackle even the most daunting missions, so you can adapt it to achieve your own biggest goals.

February 23, 2021: Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Crayon: How to Definitively Prove the Value of Sales Enablement

How do you prove the value of sales enablement? And how do you communicate that proof to your colleagues? Find out here.

From Forrester: What You Can't See Will Hurt You: Leveraging Digital Insights To Drive Sales

Even the best sales reps cannot win a deal they aren't aware of. In addition to working directly with the buyer to gain insights, sales should also use buying signals to identify need.

From Compt: Adapting to Remote Work: The Benefits, Challenges, and Keys to Long-term Success

This article covers the benefits and challenges of remote work, as well as the keys to having long-term success with remote work in your company.

From Gartner: 4 Strategies to Rev Up B2B Sales Growth in 2021

Gartner research shows that the key to accelerating revenue growth for B2B sales is a low-effort, digital buying experience that helps customers feel more confident about their decisions.

Increase Your Growth Velocity





February 9, 2021: Digital Evolution, Data Science & Learnings

Access the web version of the newsletter here.

From HubSpot: Should You Start a Business in Uncertain Times? What Research & Real Business Owners Say

Uncertain times may not hold back business owners after all. Here's what a handful of entrepreneurs said about their personal experiences with launching businesses in 2020.

From Harvard Business Review: Data Science and the Art of Persuasion

Despite the success stories, many companies aren't getting the value they could from data science. To be successful, you need these 6 talents. 

From CXL: What I Learned Publishing 200+ Blog Posts on CXL

After posting 46 blogs and editing 156 more, Derek Gleason goes through what he's figured out in the process and what he failed to solve.

From Sales Benchmark Index: The Digital Evolution and Its Impact on Revenue Growth in 2021

More than 80% of CEOs feel "digital transformation" has become more urgent. Making the 2021 number is dependent on these capabilities - is your organization ready?

January 26, 2021: Demand Generation & Sales Enablement/Performance

Access the web version of the newsletter here.

From Zoominfo: How to Align Sales & Marketing - And Drive Revenue

Discord between marketing and sales departments is an age-old story. The good news is when they're working together, you win.

From MarketingDive: CMOs will be more cautious in 2021 with growth strategies, Gartner finds

The new year promises to be another year of disruption as CMOs grapple with competing priorities to drive sales growth. Most CMOs favor a more cautious approach.

From Harvard Business Review: How to Reach New Customers When You Can't Meet Them in Person

Many companies have deepened their relationships with existing customers during the pandemic. However, sales teams should not give up on finding new customers. This article offers tips on how to do that.

From SiriusDecisions: Can Your Sales Rep Be Influenced By Commission?

Compensation is important, but it is not always the most important sales motivator. Before you make any changes, look at these three areas.

January 12, 2021: Demand Generation & Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Copyblogger: How to Write Killer Email Subject Lines for Sales

To achieve success with email marketing, there is one aspect you must nail for your campaign not to flop - your email subject line.

From Crayon: Competitive Intelligence Planning for 2021: 15 Questions to Answer in Your Annual Plan

When it comes to building your competitive intelligence program plan for the new year, these 15 questions will help you establish the foundation of a winning plan.

From CXL: The Should-How Fallacy (Or Why "Correct" Isn't "Useful")

Being right doesn't create value; empowering others to succeed does. Learn the difference between "should" and "how" to get your content where it needs to be.

From HubSpot: Marketing Trends to Watch in 2021, According to 21 Experts

To better understand what to expect or pay close attention to in 2021, HubSpot connected with other marketing experts for their perspective.

December 15, 2020: Revenue Operations, Demand Generation & Sales Performance

Access the web version of the newsletter here.

From The Harris Consulting Group: Why you need a Revenue Operations Team

If you're looking to understand and execute a revenue operations team in 2021, this post will provide the insights you need.

From Medium - Fluxx Studio Notes: 52 things I learned in 2020

Tom Whitwell is at it again this year, giving us the 52 things he learned in 2020. If you like "fun facts," this one's for you.

From Impulse Creative: The Customer Journey vs. The Buyer's Journey, What You Need to Know.

The customer and buyer journeys are two very different efforts. Understand the difference between the two and which one you need.

From Sales Benchmark Index: How CEOs Are Leading Their Sales Transformation

SBI recently surveyed 54 CEOs to understand how their FY20 revenue growth projections and sales and marketing spend have been impacted to determine how you can leverage this in your FY21 plans.

Foundational Business Resources




December 1, 2020: Sustainable Growth

Access the web version of the newsletter here.

From Harvard Business Review: Now Is the Time to Shake Up Your Sales Processes

Leaders often wait to implement major changes until a significant event forces them to do so. Four issues need attention now, as changes will only get harder to implement as time passes.

From Jacques Corby-Tuech: Marketers are Addicted to Bad Data

Modern marketing is all about data. Most of us don't understand how data is collected, how these mechanisms work and where/how they don't work.

From HubSpot: Growth Opportunities Exist in 2021: Here's How to Find Them, According to HubSpot's Chief Customer Officer

HubSpot Research recently published findings to help sales leaders think about what changes they need to make when planning for next year.

From Marketing Artificial Intelligence Institute: 3 Things You Need to Know for a Successful AI Implementation

Technology is not a solution, it's an enabler and an accelerator. How do you implement AI tech the right way? Uncover the success factors here.

November 10, 2020: Business Success

Access the web version of the newsletter here.

From Harvard Business Review: Is Your Marketing Organization Ready for What's Next?

Marketing has never been more complex. Today's world has transformed how the marketing function must work, requiring that it become more agile, interdependent, and accountable for driving growth.

From SiriusDecisions: Should It Stay or Should It Go? Getting Alignment on Martech Decisions

If you are circling around whether some of your technologies should stay or go, here are some questions to ask about each to bring more clarity.

From LinkedIn - Geoffrey Moore: Zone Management: Mind Your Metrics - Hard and Soft

Enterprises undertake diverse sets of responsibilities, each which needs to be managed in its own way. When organized properly, this results in four distinctly different zones of activity.

From CXL: 11 Things People Believe But Shouldn't

People often choose to believe in things that are just not true. Here are 11 things that many of us in marketing believe, but shouldn't.

October 27, 2020: Go-to-Market Strategy

Access the web version of the newsletter here.

From Gartner: Future of Sales 2025: Why B2B Sales Needs a Digital-First Approach

Over the next 5 years, an even greater rise in digital interactions between suppliers and buyers will break traditional sales models.

From Sales Benchmark Index: The 4 Pillars of Flawless Marketing and Sales Alignment

The marketing and sales alignment surround 4 key pillars: big bets, the customer, process, and accountability.

From HubSpot: 5 Ways Go-to-Market Strategies Will Change in the Post-Pandemic Economy

To help businesses navigate their digital transformation journey with success, HubSpot put together a list of 5 key ways in which GTM strategies are changing and how to adapt to each.

October 13, 2020: Database Management, Sales Acceleration/Enablement & Demand Generation

Access the web version of the newsletter here.

From Zoominfo: Your Guide to a Healthy Contact Database [Infographic]

Just as a healthy human requires certain things to thrive, so does your sales and marketing contact database - specifically these four things.

From Forrester: A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

To help sales operations leaders plan for 2021, Forrester published their planning assumptions, describing 5 key trends to prepare for.

From ProfitWell: Customer Expectations at All-time Highs: How Companies Can Keep Up

As companies move to SaaS & subscription-based models, a new customer-centric paradigm is rising with a new focus on customer expectations.

From CXL: The Science of Storytelling & Memory and The Impact on CRO

If your website isn't converting, it's likely the story you're telling through the marketing funnel isn't resonating on an emotional level.

Strong, Smart Growth Resources




September 29, 2020: Revenue Operations, Go-to-Market Strategy & Sales Enablement

Access the web version of the newsletter here.

From Harvard Business Review: 5 Myths About Strategy

In studying strategy, there are 5 pernicious myths to be aware of. This article goes through why each are plausible and why each are wrong.

From FunnelCake: The RevOps Framework

Over the past 12 months FunnelCake interviewed over 100 B2B leaders and used the data to create the definitive framework for Revenue Operations.

From HubSpot: Insight Selling: The 8-Slide Framework for a Better Pitch

Today's buyer needs you to add value beyond the research they can conduct on their own. It's time to switch to Insight Selling.

August 31, 2020: Database Management

Access the web version of the newsletter here.

From Sales Benchmark Index: Considering Technology-Driven Sales Prospecting? Examine the Pros and Cons of Automation

Weigh the pros and cons outlined here to decide whether automating your prospecting process is right for your organization.

From Zoominfo: 7 Ways Dirty Data is Hurting Your Bottom Line

Using dirty data to fuel your business initiatives is like putting the wrong type of fuel in your car; you're doing serious damage to your engine.

From ProfitWell: Customer Acquisition Vs. Retention: Where Are Your Dollars Best Spent?

Customer acquisition vs. customer retention -- which one is better? That's a misleading question -- both are important.

From SiriusDecisions: Are You Managing Your Sales Data or Is It Managing You?

A lack of accurate real-time data stunts an organizations ability to implement dynamic guided selling.

August 17, 2020: Go-to-Market Strategy & Sales Acceleration/Enablement

Access the web version of the newsletter here.

From Harvard Business Review: 4 Questions Sales Leaders Should Be Asking Right Now

There is a new abnormal at work right now. Sales leaders are challenging conventional wisdom as they look for answers to these questions.

From Sales Benchmark Index: Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times

Learn how best-in-class Sales Operations functions are leveraging Data Science teams for predictive revenue insights.

From Greg Kogan's Blog: No New Categories

The secret behind success doesn't come by creating new categories, rather it comes from competing in existing ones.

From Visual Capitalist: 5 Ways to Build a $100 Million Company

Building a successful company takes more than hype, publicity, or fundraising skills.

July 22, 2020: Sales Acceleration/Enablement & Revenue Operations

Access the web version of the newsletter here.

From Mike Weinberg's Blog: You Are Building Relationships with Prospects Who Have Yet to Respond

Feel like you're not making any progress with your (or your teams') initial outreach efforts? Think again.

From Gartner: Forget what you thought you know about B2B buyers - see six things that characterize the B2B buyer of 2020

Let's put it this way, if common wisdom drove results - results would be a whole lot easier to attain. Gartner busts some important myths here.

From HubSpot: Why Your B2B Company Needs A Revenue Operations Strategy 

RevOps is a hot topic these days, here's why.

From Harvard Business Review: Want to Be More Productive? Try Doing Less.

We've been taught that if we want more we need to do more. But what if we've been taught wrong?

Eliminate Friction & Drive Results