Selling the Cloud

Moving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO Intricately

March 03, 2021 Ray Rike
Selling the Cloud
Moving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO Intricately
Chapters
Selling the Cloud
Moving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO Intricately
Mar 03, 2021
Ray Rike

Moving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals?

This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack, Intricately CEO

Data is like water - it's really important if you don't have any but what if you have TOO MUCH?  Water's value increases exponentially when you process or distill it into higher value outcomes (coffee vs water).  This applies to B2B Marketing and Sales by evolving your data strategy from "contacts to context" - creating marketing & sales intelligence

CRM, Martech and Salestech platforms contain and create a lot of content (data) - but not enough context such as:
 -  What to say and/or what content to share
-   When do you share it and how
-   How do you say it or how do you message the content

Marketing can add more value to revenue growth by REDUCING the number of leads and moving to a "disqualification" versus "qualification" orientation. Disqualifying low fit leads, contacts, and prospects increases time invested on high quality leads & opportunities


We all know the buying journey has changed - but why are we still using techniques from 10 years ago?


Mike has some interesting insights and ideas that he shares in this episode.

Show Notes

Moving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals?

This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack, Intricately CEO

Data is like water - it's really important if you don't have any but what if you have TOO MUCH?  Water's value increases exponentially when you process or distill it into higher value outcomes (coffee vs water).  This applies to B2B Marketing and Sales by evolving your data strategy from "contacts to context" - creating marketing & sales intelligence

CRM, Martech and Salestech platforms contain and create a lot of content (data) - but not enough context such as:
 -  What to say and/or what content to share
-   When do you share it and how
-   How do you say it or how do you message the content

Marketing can add more value to revenue growth by REDUCING the number of leads and moving to a "disqualification" versus "qualification" orientation. Disqualifying low fit leads, contacts, and prospects increases time invested on high quality leads & opportunities


We all know the buying journey has changed - but why are we still using techniques from 10 years ago?


Mike has some interesting insights and ideas that he shares in this episode.