Blog
Removing hassles from segmentation and list building
We tried so hard to avoid the last-minute fire drills. Policies in place. Backup plans ready. Backups to the backups? Check! And yet, every few weeks…KABOOM! Colleagues would show up at my office door with an urgent communication request, their faces always red and their breathing heavy after the midday sprint from some other corner [...]
Most Common Renewal Mistakes
The most common renewal mistakes waste resources There are two common renewal mistakes teams make when attempting to increase their renewal percentage or revenues. Improperly investing limited sales and marketing resources for renewals will end up costing more to achieve less than optimal results. The “One-Size-Fits-All” Trap The first step in effectively leveraging your data [...]
Rethinking Your Approach to B2B sales
A common approach to B2B sales B2B sales can significantly boost your bottom line. If you don't have a B2B sales strategy, you should begin rethinking your approach to B2B sales. Consider the following common sequence of events in professional and collegiate sports. Many organizations have some version of this story that plays out all [...]
Focusing on sales strategy during chaos
4 questions that kill sports comeback strategies During times of chaos, most sales and marketing leaders in professional and collegiate sports look beyond chaos to focus on strategies that get their organizations on track. They know that the crisis will end…eventually. When it does, they must hit the most aggressive revenue targets of their careers [...]
More Data Means Better Insights & Greater Revenue - Right?
Part of PILYTIX Series “Challenging Conventional Wisdom”: More Data Means Better Insights & Greater Revenue. Everyone is telling you that you must have more data. You have to know EVERYTHING about your fans, your salespeople, your building, and your business process. If you don’t have access to every single data point related to your business you [...]
Larger prospect pools. Do they mean greater sales?
Part of PILYTIX Series “Challenging Conventional Wisdom”: Larger prospect pools. Do they mean greater sales? Larger prospect pools represent a tactic to cast a wider net to maximize sales. It is a tactic that nearly all organizations have tried at some point. The idea, simply put, is that if the organization approaches a larger target [...]