BizOps Blog

The Sales Management Blog With A BizOps Spin

Customer Data Platforms Help B2B in the FANG Era

FANGs Are Taking a Bite Out of B2B - Why You Need a Customer Data Platform

ALEX LAATS | Jul 26, 2018
Facebook, Amazon, Netflix and Google (the “FANGs” as dubbed by Jim Cramer of TheStreet.com) and their brethren have changed consumer behavior forever and now they are taking a bite out of B2B. Go-to-market teams will need to re-invent themselves in the face of this change or risk failure. Read why Customer Data Platforms will enable the transformation of B2B.
Veracode uses Rekener for ABM Campaigns

CA Veracode Uses Rekener to Power Coordinated ABM Campaigns

GREGORY KESHIAN | Jul 24, 2018
Veracode overcame huge data and analytics challenges to find accounts that will turn into needle-moving customers. They did this on the Rekener platform. Using Rekener, Veracode mapped out their true sales motion and found the accounts that are best targets to land and then expand into great customers. Veracode built an Ideal Customer Profile and used it to segment their large account base. They grouped accounts into tiers based on fit, then ran specific marketing and sales plays at these account tiers. This allowed Veracode to get a massive return on sales and marketing by spending resources on the best accounts. And by leveraging the Rekener platform, Veracode accomplished all of this in just weeks, without having to hire an army of analysts or spend hundreds of thousands of dollars to build a BI environment. Read on to find out how they did it.
Read these books for account scoring

What 3 Great Books Tell Us About Account Scoring

GREGORY KESHIAN | Jul 02, 2018
If you are looking for some summer reading, I highly recommend these 3 books: "Moneyball" and "The Undoing Project", by Michael Lewis, and "Thinking, Fast and Slow" by Daniel Kahneman. All 3 are fascinating and enjoyable in their own right. But for those of us who like to apply lessons learned into the context of our marketing and selling lives, I've made some connections between topics described in the books, and how we can be more effective marketers and sellers.
5 W's for Successfully Ramping SDRs featuring John Dowling, Wilder Parks and Mimi Alperovich

The 5 W's for Successfully Ramping Your SDRs

ALEX LAATS | Jun 18, 2018
SDR performance is critical to the achievement of business goals.  To win, the SDRs must achieve and maintain the level of performance that the CFO or COO has built into the business model. The challenge is that business models happen on paper, and sales management happens on the sales floor, which is the real world. When it comes to ramping up your sales development reps (SDRs), there are 5 W's that will keep you on the right track.

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