SiriusDecisions Summit 2016 has come to a close, but about half way through a clear trend was spotted by SiriusDecisions’s vice president of research, Megan Heuer:
“If you want to be good at anything, if you want to make it look easy – cooking, music, B2B growth – it takes work.”
Why mention the culinary, music and business worlds in one breath? Well, when you’re at an event in the heart of Music City, a tribute to music must be paid; when the event’s first keynote speaker is renowned chef Marcus Samuelsson, a reference to cooking makes sense; and when you’re in a room full of marketers, business developers, thought leaders and salespeople, you’re likely aware that B2B growth is easier said than done.
Achieving B2B growth and top levels of sales enablement undoubtedly have their challenges, but SiriusDecisions Summit has been an opportunity to restore faith and get the creative juices flowing. You can see some of this positivity just by tracking the right folks on Twitter – if you haven’t been scouring Twitter throughout the conference (#SDSummit is getting some major action), we have you covered with a quick look at some bite-sized facts and inspiring messages from the summit floor.
We’ll add to this summary as the conference goes on. If you think there’s a tweet we should add, be sure to follow us at @brainshark and mention us with your suggestion.
"Being dynamic means being where your customer is, when they need you" -Heather Berggren of @Dell #SDSummit @integrate
— Kate Athmer (@KateAthmer) May 24, 2016
"You've got a new customer? Good. Now inspire an advocate." @ActOnSoftware #SDSummit @siriusdecisions
— LinkedIn Marketing (@LinkedInMktg)May 24, 2016
What do B2B marketing and running a restaurant have in commmon? Success comes by operationalizing great experiences! #SDSummit @MarcusCooks
— John Ellett (@jellett) May 24, 2016
Customers know their pain points, but may need help to understand the cause. Listening is key. #SDSummit pic.twitter.com/lrudjevPUq
— Bev at Centrify (@BevInTech) May 25, 2016
Good marketing planning has rigor and transparency; start by deciding what marketing must deliver in year ahead @marciatrask #SDSummit
— Megan Heuer (@megheuer) May 24, 2016
"We need to start with questions, and then use data to layer in those answers." Tom McConnon Sr. Prod. Mktg. Manager #SDSummit
— Domo (@Domotalk) May 24, 2016
Best-in-class orgs constantly identify and address time sinks and sales productivity issues @JStevenSilver #SDSummit
— Maria Chien (@mariachien) May 24, 2016
No random acts of #salesenablement! Empower the seller & activate the buyer w/guided selling #sdsummit https://t.co/dZzTRGSHma
— Liz Monroe McCormick (@LizMcCormickBos) May 24, 2016
Don't neglect "hidden treasure" buyer needs. You can surprise and delight customers by addressing them @jefflash @rpyoung_ #SDSummit
— Marcia Trask (@marciatrask) May 25, 2016
"Before you connect the dots you need to collect the dots". Love it. Thanks John Donlon #SDSummit
— Jeanette Monachello (@jmonachello) May 25, 2016
"Content is king, but marketing is queen and runs the household"#SDSummit
— Natalie Meyer (@taliemeyer) May 25, 2016
#ABM measurement is not the same as typical demand gen waterfall metrics. Think fit to purpose #SDSummit pic.twitter.com/UxWlo2q6D0
— Bhavisha Ruparel Oza (@BhavishaOza) May 24, 2016
#SDSummit Buyer personas + user personas + customer needs = where messaging and content should focus
— Pat McAnally (@patmcanally) May 25, 2016
For marketing to be efficient, you need advocacy to fuel content and demand -@InboundMarketer at @Apttus #SDSummit
— Influitive (@influitive) May 25, 2016
Understanding the customer is an art, but there is an important science behind the process of understanding customer needs. #SDSummit
— SiriusDecisions (@siriusdecisions) May 25, 2016
Top B2B marketers study inflection point in buyer journey to determine the knowledge transfer needed in the content @patmcanally #SDSummit
— Stacey Piper (@Stacey_Mktg) May 24, 2016
Attract, Onboard, Optimize. One at a time @salesablement #SDSummit
— Rachel Moussa (@RachelMoussa) May 25, 2016
Formal lead hand-off between mktg & sales leads to more deals. W/formal handoff: 9.3 deals per 1,000 inquires. W/o: 4.6 deals #SDSummit
— LinkedInB2B (@LinkedInB2B) May 25, 2016
Don't underestimate need for internal comms strategy to sell the vision & potential impact of new work- this helped @Microsoft #SDSummit
— Megan Heuer (@megheuer) May 25, 2016
Sums up the need for #marketing alignment "If you want to go fast, go alone. If you want to go far, go together". African proverb #sdsummit
— Catherine Van Evans (@cvanevans) May 25, 2016
Quoting of Margaret Mead by @jefflash at #SDSummit: What people say, what people do, and what they say they do are entirely different things
— SiriusDecisions (@siriusdecisions) May 25, 2016
