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Building the Ultimate Revenue Machine

Topics
Marketing
Sales
Revenue

Summary

On this Roundtable we brought together two of our top experts David Brock, from the sales perspective, and Carlos Hidalgo, from the marketing perspective, to talk instead about one thing: revenue and how top B2B organizations mobilize to generate it.

Topics include:

  • Tangible examples of successful revenue generating organizations
  • The biggest decision-making mistakes organizations make
  • The steps to take: process, people, technology

Speakers

Carlos Hidalgo
Carlos Hidalgo
CEO
The Annuitas Group
details
Dave Brock
Dave Brock
President and CEO
Partners In EXCELLENCE
details
Craig Rosenberg
Craig Rosenberg
Vice President, Sales an...
Focus.com
details
@chasmiller tweeted
Live in 1 hour: @Focus Roundtable: Evolving Customer Service 4 the #Social Customer @ 11 AM PT bit.ly/r7eE2O #FocusRT19 #scrm #custserv
July 19, 2011
@wilsonshiu tweeted
RT @drnatalie Join me on 7/19 Roundtable: Evolving Customer Service 4 The Social Customer http://t.co/pdXj9f5 #scrm #custserv #pr #CMO #FocusRT19
July 13, 2011
Carlos Hidalgo
Carlos Hidalgo added a comment
Robby: Great question and I think you have to take into consideration the potential that pushing a product upstream may not be what the customers want. One example that came to mind which I did not have time to share on the call was when I was at a software company and we decided to produce an SMB product because we were convinced the market demand was there. We spent huge amounts of time, money and product development cycles developing this product. I was over all of the PR & marketing and we launched to a resounding thud. Two years later, we sent an end of life announcement and upgraded the few customers we had to our standard product. Being fearful of your listening to your customers because you may not make your number is not the right approach. Listen to your buyers, address their challenges and show that you understand their unique need and challenges and the products will move.
May 24, 2011
Reply to this comment
@skobran tweeted
YES! “@ChristinaKudym: @skobran This sounds like you. RT @funnelholic #focusrt19 @CAHidalgo Lets stop talking about it, lets do it.
May 19, 2011
@ChristinaKudym tweeted
@skobran This sounds like you. RT @funnelholic #focusrt19 @CAHidalgo Lets stop talking about it, lets do it. #b2bmarketing
May 19, 2011
@briellenikaido tweeted
RT @cahidalgo If you missed the #FocusRT19 on Building the Ultimate Revenue Machine the MP3 is available - http://bit.ly/lpkL9G #b2b #RPM
May 19, 2011
@cahidalgo tweeted
If you missed the #FocusRT19 on Building the Ultimate Revenue Machine the MP3 is available - http://bit.ly/lpkL9G #b2b #RPM
May 19, 2011
@AnnuitasGroup tweeted
RT @LaurenonFocus The ultimate revenue machine starts and stops with the customer @cahidalgo #FocusRT19
May 19, 2011
@LaurenonFocus tweeted
The ultimate revenue machine starts and stops with the customer @cahidalgo #FocusRT19
May 19, 2011
@funnelholic tweeted
#focusrt19 @CAHidalgo Lets stop talking about it, lets do it. #b2bmarketing
May 19, 2011
@funnelholic tweeted
#focusrt19 @davidabrock Value creation is about what we help our customers do. It needs to be part of the conversation.
May 19, 2011
@cahidalgo tweeted
Entering the "speed round" with the @funnelholic on the #FocusRT19
May 19, 2011
@AnnuitasGroup tweeted
Want to get to know your customer? Include customer support in your reporting via @cahidalgo #FocusRT19 #RPM #b2b
May 19, 2011
@LaurenonFocus tweeted
Salespeople should be involved in the convo on social media, etc. but shouldn't necessarily be required to blog @davidabrock #FocusRT19
May 19, 2011
@AnnuitasGroup tweeted
Sales people who get it are engaging above the funnel, driving the dialogue & YES they should blog! via @cahidalgo #FocusRT19 #b2b
May 19, 2011
@LaurenonFocus tweeted
Should salespeople blog? YES! @cahidalgo #FocusRT19
May 19, 2011
@LaurenonFocus tweeted
Change management is 1 of the critical things that we need to focus on as salespeople @davidabrock #FocusRT19
May 19, 2011
@deborah_gibbs tweeted
Customer-centricity is a value that starts with top leadership in a company. @davidabrock #FocusRT19
May 19, 2011
@AnnuitasGroup tweeted
RT @LaurenonFocus #Leadmanagement is one of the new components in #sales enablement @cahidalgo #FocusRT19
May 19, 2011
@LaurenonFocus tweeted
Lead management is one of the new components in sales enablement @cahidalgo #FocusRT19
May 19, 2011
@LaurenonFocus tweeted
Get the 'AND' out of marketing AND sales @cahidalgo #FocusRT19
May 19, 2011
@wileyccoyote tweeted
agree, at EOD, everyone's in revenue creation RT @funnelholic #focusRT19 @davidabrock Marketing & sales roles are increasingly interweaved.
May 19, 2011
@cahidalgo tweeted
RT @funnelholic #focusRT19 @davidabrock Marketing and sales roles are increasingly interweaved.
May 19, 2011
@funnelholic tweeted
#focusRT19 @davidabrock Marketing and sales roles are increasingly interweaved.
May 19, 2011
@LaurenonFocus tweeted
Selling is at an inflection point- buyers are not longer buying the way we are selling @davidabrock #FocusRT19
May 19, 2011
Robby Miller
Robby Miller added a comment
Sounds to me like the sales mgr Carlos mentioned is scared that if he listens to his customers, he won't be able to hit his numbers. How do you balanced "listening" to customers and meeting your numbers when you pushing the product up stream.
May 19, 2011
Reply to this comment
Bruce Brooks
Bruce Brooks added a comment
Not aligning around the customer amen. BTW, it would be great if I could also Tweet these comments.
May 19, 2011
Reply to this comment
Bruce Brooks
Bruce Brooks added a comment
Three things to me that are important to drive revenue in a B2B organization: First and foremost, a highly trained, highly skilled sales organization. Second, a solid value proposition that can be clearly communicated by marketing and absorbed by prospects. Third, a management team that's on the same page with how to manage all components of the organization (product, marketing, sales, etc.) without political BS.
May 19, 2011
Reply to this comment
@LaurenonFocus tweeted
I'm attending @Focus Roundtable: Building the Ultimate Revenue Machine on 5/19 at 13 PM PT. http://bit.ly/l881i5 #FocusRT19 Dial in!
May 19, 2011
@LaurenonFocus tweeted
I'm attending @Focus Roundtable: Building the Ultimate Revenue Machine on 5/19 at 13 PM PT. http://t.co/OFyyguX #FocusRT19 Dial in!
May 19, 2011

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