Building A Modern Sales & Marketing Machine

How to Build an All-Star Sales Team [Inbound Sales]

Posted by Phil Harrell

Oct 28, 2014 9:32:00 AM

This post originally appeared on the Sales Section of the Inbound Hub.

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Topics: VP Sales

How Well Do You Really Know Your Customer?

Posted by Phil Harrell

May 9, 2014 10:26:51 AM

The majority of Enterprise CMOs I meet with are struggling to transform their marketing teams from product centric to customer focused organizations. There is a world of difference between the two.  

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Topics: CMO/VP Marketing

The CEO's Guide to Social Media

Posted by Phil Harrell

Apr 11, 2014 1:19:04 PM

Take-the-PlungeAs CEO, I'll bet you're having a hard time keeping up with the dizzying pace of innovation in social media and trying to understand the potential impact of these various social media platforms on your business.  

You're not alone-according to a recent study, 68% of Fortune 500 CEOs are not currently using any social media platforms (2013 Social CEO Report-http://www.ceo.com/social-ceo-report-2013/). This is a shocking statistic, but consistent with what I hear from Enterprise CEOs that I meet with everyday.

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Topics: CEO

What HubSpot & Akamai Have In Common: An Insider's Perspective

Posted by Phil Harrell

Apr 3, 2014 11:30:00 AM

blackjack_double_downI've been very fortunate in my career to work for several Enterprise tech start ups that experienced rapid growth-HubSpot, Akamai (NASDAQ: AKAM), Pegasystems (NASDAQ: PEGA)-and I get asked all the time what are the key similarities between them.

So I thought I'd share with you my perspective on the top 6 similarities between two of them-Akamai-where I spent nearly 10 years-and HubSpot-where I've been heading up the Enterprise team for almost two years.  

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Topics: CMO/VP Marketing, VP Sales, CEO

CEOs: Are Your Competitors Out-Marketing You?

Posted by Phil Harrell

Mar 25, 2014 3:21:00 PM

As CEO, one of your jobs is to keep close tabs on your competitors and to stay ahead of them by driving continuous innovation across all aspects of your business-product, sales and marketing.  

When you analyze your company's marketing, how do you know if it is giving you a competitive advantage? Many CEOs that I speak with are not satisfied with their marketing because they can't easily measure the impact of their marketing spend.  

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Topics: CEO

What is the New Enterprise Marketing Playbook?

Posted by Phil Harrell

Mar 3, 2014 3:41:12 PM

The way your buyers purchase products today is fundamentally different than it was 10 years ago.  Has your marketing playbook changed as well, or does it look very similar to how it did 10 years ago? This Slideshare presentation will explain very clearly how your buyer has changed, what the implications are of these changes, and what you as an Enterprise marketing executive can do about it.

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Topics: CMO/VP Marketing

How To Achieve Tight Enterprise Sales and Marketing Alignment

Posted by Phil Harrell

Mar 3, 2014 8:04:37 AM

According to a recent study by the Aberdeen Group, companies with strong sales and marketing alignment achieve 20% annual revenue growth while companies with poor sales and marketing alignment see a 4% decline in annual revenue growth.  This Slideshare presentation will outline clearly to Enterprise sales and marketing executives how to achieve tight Enterprise sales and marketing alignment so that they can maximize revenue.

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Topics: CMO/VP Marketing, VP Sales

How Enterprise CMOs Can Reduce Their Cost Per Lead

Posted by Phil Harrell

Mar 2, 2014 8:36:00 PM

Your CEO is demanding to know the ROI of your marketing spend. And you know your CEO doesn't want to hear fluffy stats like number of likes you’ve been able to acquire on Facebook. She wants hard data on the efficacy of the company's marketing investment-"Is it working?", "Are we improving our ROI on marketing dollars?", "How many leads are we getting for the money we're spending"-and wants proof of the contribution you and your team are making to the revenue growth of the company.  

Do you have the data? If not, how are you going to capture the data and what metrics are you going to use to prove to your CEO and your peers on the executive team that you and your team are impacting the bottom line?

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Topics: CMO/VP Marketing

How Do CEOs Know If Their Marketing is Working?

Posted by Phil Harrell

Mar 2, 2014 8:33:00 PM

As CEO, you're pushing hard to grow the top line as fast as possible while staying vigilant on costs. What if there were a way to accelerate top line growth not by spending more, but by simply getting significantly more out every dollar your company is currently spending?  


One huge opportunity to get a lot more bang for your buck is your company's marketing investment. Historically, you and your CFO have probably had a very difficult time trying quantify and measure the return on investment (ROI) for your marketing spend.  

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Topics: CEO

Sales and Marketing Don't Communicate

Posted by Phil Harrell

Feb 20, 2014 11:29:00 AM

As CEO, your job is to ensure that your executive team is aligned on key company goals and is executing in tandem to accomplish these objectives.  That they're all rowing in the same direction so your company can achieve its big hairy audacious goals (BHAGs).  So why does it often feel like your heads of Sales and Marketing aren't on the same page?  Because Sales and Marketing don't communicate.

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Topics: CEO

Building A Modern Sales & Marketing Machine

This blog is for CEOs, Sales and Marketing Executives who are interested in transforming their sales & marketing machine to align with how B2B buyers buy today.

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