B2B Marketing Insights

Ed's Musings
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Sales
Marketing
SaaS GTM
Leadership
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Data is Hard (when scaling)
Be “data-driven.” It’s the most cliched recommendation from “investors, thought leaders and CEOs to the CMO.” However, while everyone recommends being data-driven, few do it well. I’d love to know how data-driven certain CMOs or thought leaders are when running their teams.
5/25/2024
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Will AI Replace Marketing
Amidst the buzz that AI might replace marketers, a nuanced understanding of its role in go-to-market (GTM) strategies is essential.‍AI doesn’t replace marketers; it redefines how GTM strategies are executed.‍AI helps average CMOs stay average.
5/3/2024
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How to Use AI to Craft a Strategic Narrative (without AI expertise)
Many SaaS companies struggle to establish a differentiated point of view in the market (it's one of the most common GTM challenges). AI can help.
4/12/2024
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How to Fix Sales Funnel Issues (a process)
Being in a fast-growth scale-up is stressful when you have poor pipeline conversion—top-of-funnel, mid-funnel, and bottom-of-funnel. As a VC/investor, you want to see smooth conversion metrics and hockey stick growth. So does the CEO. So does the CMO.
3/15/2024
link to current blog post
How to Improve Pipeline Conversion (3 starting steps)
Most board meetings have a request to look at funnel conversion. You either have a top-of-funnel problem (primarily) or a middle or bottom-conversion issue. Compounding this issue are sales and marketing leaders tending to go away and get back into the day-to-day. Guess what?
2/16/2024
link to current blog post
How to Refine Your Value Proposition, POV and Sales Story 
In today’s post, I want to show you how I use distinct question sets to craft a differentiated POV, message, value proposition and sales story. ‍The core focus of your GTM is grounded in a relentless pursuit of specificity in your product positioning.
1/27/2024

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