New Years Resolution recommendations for sales & marketing pros


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Happy New Year!

I hope you’re enjoying some additional time with friends & family today, and getting ready to hit it hard again starting tomorrow.

I expect many of you have already written your 2014 sales and marketing plans, and hopefully have attached some specific & measurable objectives to those.

These recommended resolutions for B2B sales & marketing professionals aren’t meant to be immediately measurable, but rather guidelines for driving, defining and focusing your execution in the New Year.

For Marketing:

  • Embrace revenue responsibility
  • Cut the 10-20 percent of your budget that isn’t performing (at least quarterly)
  • Create a “lab” environment to constantly test new ideas, channels, tools and more
  • Commit the resources to truly feed your content engine
  • Recognize that you cannot succeed without a partnership with sales management and/or sales operations
  • Obsess about reporting and attribution/causability of your effort (even when tracking isn’t easy)
  • Create an environment for continual learning & sharing among your entire team

For Sales:

  • Focus on increasing active selling time across your team
  • Ensure all messages, tools, processes, etc. are rooted in buyer behavior, needs and tendencies
  • Measure and prioritize outcomes as more valuable than activities
  • Partner with marketing to drive consensus for qualified lead and opportunity definitions
  • Dedicate resources and time for continual training & best practice sharing across the sales team
  • Invest in social selling – make it a priority as soon as possible

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


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