Christa Jocelyn
Four Quadrant is a boutique marketing consultancy focused on go-to-market strategy and execution, with a primary emphasis on delivering quantitative value.
A company's go-to-market strategy is flawed from the start if the target market is not well-defined. If the target market is not clearly defined (based on use cases), and there is no compelling messaging, companies will struggle with execution, resulting in high turnover, low close ratios and finger pointing between sales, marketing and development.
A company's go-to-market strategy is flawed from the start if the target market is not well-defined. If the target market is not clearly defined (based on use cases), and there is no compelling messaging, companies will struggle with execution, resulting in high turnover, low close ratios and finger pointing between sales, marketing and development.
Consensus buying is stalling solution selling and disrupting go to market strategy for many companies. Vendors need to adapt to consensus buying as organizations today are more risk averse. Solutions today are more complex as vendors strive to differentiate, add value and command higher prices.
Anywhere from 1-10% of a company's revenues may be allocated to the marketing budget and in most cases the people to programs ranges from 70:30 to 30:70. A key role in Marketing is the Marketing Programs Manager who can effectively manage about $250-$350K but most companies don't have a checklist for a Marketing Programs Manager.
Effective Sales Techniques: Build Insight-Led Sales Conversations. Effective sales reps build insight-led sales conversations by developing a best-in-class Effective sales reps build insight-led sales conversations by developing a best-in-class teaching conversation. In The Challenger Sale, it states that the best teaching conversations typically follow six discrete steps that build upon each other and lead to a desired outcome.
Most organizations set their sales and marketing teams up for failure from day one by building a product or solution out of context-a poor, weak or nonexistent use case and product differentiation. Context meaning the real world environment (business problem or use case) that the product or solution was specifically built to solve.
Without fail, sooner or later every company struggles to meet a quarter's financial targets -some companies more often than others. Typically, the warning sign is when the sales pipeline management report reveals a gap between the sales forecast and plan. Then, the cry-"let's review the sales forecast"-is heard throughout the halls, Sales and Marketing "harmony" is about to be tested.
In order to significantly move the revenue needle, it's imperative to understand The Challenger Sale - A New Model for High Performance Sales Teams, as that is what separates the most effective sales organizations apart from the pack. And the time is now.
The Challenger Sale gives sales representatives the insights, knowledge and tools to take control of the customer conversation. In contrast to popular opinion and practice, The Challenger Sale maintains, through its vast research, that the secret to sales success is not relationship selling -- especially when it comes to selling large, complex, expensive B2B solutions.
Like all people, startup CEOs come in many different varieties and some share some or all of the traits below. As in any self help program, or attempt to survive, step one is self awareness and that is being able to identify the CEO trait.
Mrs. Christa listed in the Dictionary of International Biography, Women of Achievement, International Who's Who in Art and Antiques, Who's Who in the East, Who's Who in American Education and the b...
