Christina Dieckmeyer

Sales Enablement: Unraveling the Gordian Knot of Sales

Sales enablement is a term that is too often ill-defined and misunderstood. This causes confusion in the sales ranks, resulting in lower win rates and wasted resources. This week, I sit down with Mike Drapeau, partner at SBI, and Kevin Avery, Senior Consultant at...

An Inside Look into LegalZoom’s Marketing Campaign Success

SBI recently spoke with Laura Goldberg, Chief Marketing Officer of LegalZoom. Laura has been with LegalZoom for about 2 years, and faces a common marketing challenge – generating enough leads. To do this, Laura had to create marketing campaign success during her tenure. For...

How to Keep an Impatient Sales VP From Cutting Your Enablement Budget

Time: It’s the one commodity sales enablement leaders want most. The more they have, the better they can judge the success of new training, tools, and technology. Sales VPs, who live and die by quarterly sales quotas, can’t stand the wait. Time is their (perceived)...

Are Your Lead Sources Dead Ends? Discover How to Separate the Winners from the...

Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting…

How to Get Your Struggling Marketing Campaign Back On Track

Your marketing campaign launched later than planned, but expectations remained high. Now there are troubling signs the campaign is in danger of missing its number. Lower than anticipated returns from the selected channels make you wonder what's happening. You have to decide between moving forward...

Do You Have Content to Support Your Marketing Strategy?

The year is winding down. As you look back, how would you rate 2014? An ‘A+’? This would mean marketing actively contributed to revenue. Your sales counterpart is thrilled. His team got the quantity and quality of leads needed to make the number. Or...

How to Prove Marketing’s Worth

As a Marketing Leader, your job is tough. You have to actively contribute to the revenue goal, and are judged on your ROI. But most Marketing Leaders struggle to measure their effectiveness. How good is your Marketing department? And more importantly, how does your...

3 Tips to Ensure Marketing Success in the New Year

The year is coming to a close. As a marketing leader, you should be asking yourself one question. What do you need to change for 2015?  As you look back on the year, you should get an idea of what worked, and what didn’t. ...

Creating a Marketing Strategy That Works

Q4 starts today. As a marketing leader, you are probably juggling your responsibilities right now. You must finish the year strong, while also planning for the New Year. You want to set yourself up for a big 2015. This means you need a strong...

Growth Expectations Too High? How to Increase Your Conversion Rate

As head of marketing, you are tasked with helping sales make the number. Sales counts on you for a certain number of qualified opportunities. The expectations are high, and you must contribute to the company’s growth number each year.  How are you doing this? Many...

Can Marketing Provide Quality Leads?

Are your reps happy with the quality of leads marketing provides? Lead quality is one of the biggest complaints we hear from our clients. It’s the excuse given for lack of follow-up. How can a marketing leader fix this? The answer lies within your...

3 Sure Fire Ways for Campaign Success

Do you have enough leads? The marketing team is expected to provide sales with a set number of leads each month. Are you hitting this number? Probably not.  Even if you are, who would turn down more leads? So, what’s a marketing leader to do?...

3 Ways to Identify if Marketing Structure is a Problem

Marketing is tasked with contributing to the bottom line. As a marketing leader you must be able to prove your ROI. But many marketing leaders struggle to position their team for success. One of the complaints we hear all of the time is lack of resources....

How to Structure & Coach Your Content Marketing Team

Do you have your 2014 content marketing plan in place? Content is king in today’s modern marketing world. There will be many moving pieces to your strategy. And many things you will need to think through. You need to create content that your buyer...

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