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Cody Young

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VP Business Development, Northbound DGS

398 points

Sales and marketing alignment; channel development; competitive and business intelligence; pipeline engineering; forward-thinking demand generation strategies and metrics-based planning; communication and organizational tools that make the difference in achieving sales and revenue goals.
Specialties

• Define markets
• Define what those markets ...

Sales and marketing alignment; channel development; competitive and business intelligence; pipeline engineering; forward-thinking demand generation strategies and metrics-based planning; communication and organizational tools that make the difference in achieving sales and revenue goals.
Specialties

• Define markets
• Define what those markets need
• Preconfiguration of product/service to meet those needs
• Create great messaging for each market
• Execute campaigns to deliver the message
• Measure the results
• Create a process of continuous improvement

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Feb. 7, 2011

Cody Young and 3 other people answered this question

What does the "consumerization" of b2b marketing mean?

Ah, "Ardath." So sorry SIC.

Feb. 3, 2011

Cody Young and 15 other people answered this question

What should I do with my industry-specific blog now that I want to create different content?

We all know that you have too much free time on your hands, Craig - and if you gave up the Funnelholic your idle time would be out of control :-) It's either keep the Funnelholic, or start selling Data as a Service solutions for ... more

Feb. 3, 2011

Cody Young is now following

Jan. 19, 2011

Cody Young and 18 other people answered this question

What are some alternatives to Jigsaw for getting business contacts and information?

Hi Sarah:
I often compare looking at the contact database world to looking down at an area’s roads, streets, highways and byways. All of these assets were built by and (presumably) maintained by whoever owns them. The more there are, the harder it is to keep ... more

Contact Information

Jan. 19, 2011

Cody Young and 6 other people answered this question

What steps must be taken to ensure a successful marketing automation implementation?

I have an obvious bias about the importance of contact data and I am certain there are others who can provide a great end to end list of boxes to check during an MA implementation (our partners at The Pedowitz Group for example), but here ... more

Marketing Automation

Marketing Automation Solution

Jan. 18, 2011

Cody Young recommends this answer by Mac McConnell

For Sales and/or Marketing Automation users ... Is segmentation happening in your CRM or MA system?

My take is that most segmentation should occur in the marketing automation system. For our clients, one of the key goals is to keep junk out of the CRM system. This means that the MA application is the repository for all inquiries and leads, right ... more

CRM Data Segmentation

Jan. 13, 2011

Cody Young is now following Sheri Atwood

Jan. 12, 2011

Cody Young and 2 other people answered this question

List builders for competitive opportunities?

Televerde has a data practice call "Exactus" that does just that. They are one of our partners. Very high quality lists with install base information, etc. Contact Shawn Dyer at 480-303-7034. He is the Director of Data Strategies.
Best,
Cody more

Jan. 7, 2011

Cody Young and 3 other people answered this question

What's the best data source (e.g. Jigsaw, OneSource) for European contact lists?

Hi Howard:
You are correct, unfortunately there are not a lot of good options. Very strict privacy laws in most EU countries (Germany is amongst the strictest in the world) make it tough. We have relatively good coverage, but we always recommend that our customers budget ... more

Jan. 7, 2011

Ben Henson selected a best answer for

How often do you clean your CRM data? Is once a year enough?

Customer Service

Jan. 7, 2011

Ben Henson selected a best answer for

How important is appending data in a CRM?

If you know the contact and company, does the rest really matter?

Customer Service

Jan. 5, 2011

Cody Young and 5 other people answered this question

Jigsaw, Netprospex, or Zoominfo?

Hi Mike:
I often compare looking at the contact database world to looking down at an area’s roads, streets, highways and byways. All of these assets were built by and (presumably) maintained by whoever owns them. The more there are, the harder it is to keep ... more

List Acquisition and Database Segmentation

Dec. 3, 2010

Cody Young and 16 other people answered this question

B2B Lead Generation Trends: What are the top B2B lead generation trends to watch for in 2011?

1. B2B Marketing increasingly data driven. Everything from the performance (or non performance) of CRM system data, measurement analytics, predictive analytics etc. All keying off of IBM’s big push into this space.
2. Content creation meets social media. Fast way to create as much content ... more

Nov. 22, 2010

Cody Young recommends this answer by Lee Levitt

What are some ways to build up my subscriber list?

Sarah,
In this context, bigger is not always better. Marketers boast about the size of their email list, but the size of the list is not relevant. What is relevant is the quality of the list and the actions they take when they receive your emails. ... more

Email Marketing

Email Marketing Campaigns

Nov. 22, 2010

Cody Young and 18 other people answered this question

Sales Voice Mail Best Practices: What are your 3 tips for leaving a good sales voice mail?

1. Think about your message ahead of time. Two things are going to happen when you make a call. They will answer, or you’ll get voice mail. Know what you are going to say in either event.
2. Don't wing it. Keep it short, clear ... more

General Management

Nov. 22, 2010

Cody Young and 2 other people answered this question

Recommendations for HR software solution?

Hi Ann,
3 excellent companies that we have worked with are:
Taleo - Customers rank usability and the intuitive user interface as a major reason for choosing Taleo.
Workscape - A solid reputation for innovation and staying ahead of the curve.
Plateau - Has always ... more

Human Resources

Nov. 22, 2010

Cody Young and 12 other people answered this question

Lead scoring best practices: what are your 3 tips for successful lead scoring?

And I agree with Justin, it would be great to have a file share function.

General Management

Nov. 19, 2010

Cody Young and 17 other people answered this question

Email Deliverability Best Practices: What are your 3 tips for successful email deliverability?

Earlier this year we posted to our blog (http://blog.reachforce.com) a recap of BtoB Magazine’s list of five things you can do to boost email deliverability, just a re-cap:
1.Set up guidelines for best practices and follow them! The number of times you reach out to ... more

General Management

Email Deliverability

Nov. 18, 2010

Cody Young and 9 other people answered this question

Why does sales not use 90% of what marketing teams make available?

I think it has a lot to do with the type of collateral being provided by marketing, and this has a lot to do with how sales centric those setting the marketing material agenda are.
Sales people love marketing materials that are genuine sales enablers ... more

Sales and Marketing Alignment

Nov. 17, 2010

Cody Young and 3 other people answered this question

Marketing Automation Failures: When do marketing automation implementations fail and why?

A solid data strategy is huge for a succesful marketing automation implementation. If you think of any sales or marketing automation system as the engine used to power your programs, it's logical that you want it to be running on the highest quality fuel possible. ... more

Nov. 10, 2010

Cody Young and 15 other people answered this question

Sales and Marketing Alignment: What tactics foster collaboration and cooperation?

Whenever this subject comes up it makes me think about a great blog post by Brian Carroll at http://blog.startwithalead.com/weblog/ back in April. I'll paste it below to save everyone from jumping around. It's a nicely drawn parallel between specific, tactical ways to drive alignment and ... more

Demand Generation

Nov. 10, 2010

Cody Young and 24 other people answered this question

Sales and Marketing 2.0: Does sales care about sales-marketing alignment?

Whenever this subject comes up it makes me think about a great blog post by Brian Carroll at http://blog.startwithalead.com/weblog/ back in April. I'll paste it below to save everyone from jumping around. It's a nicely drawn parallel between specific, tactical ways to drive alignment and ... more

Sales and Marketing Alignment

Sales Management

Nov. 9, 2010

Cody Young and 23 other people answered this question

Sales and Marketing 2.0: Should marketing be measured by the corporate revenue goal?

Craig,
The key to measuring marketing effectiveness lies in the ability to benchmark performance over time. Measurement is of little value unless it can be used to assess the current state of operations and help marketers determine how to optimize performance. Ultimately, organizations can only improve ... more

Marketing Metrics

Following 3 Topics

Lead Management

Following 1 Person

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Knowledgeable in 28 Topics

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