Susan Johnson, NCR Corporation CMO (former)
Everyday strategies to strengthen sales and marketing.
Challenge: Enabling the global sales organization with the right sales collateral at the right time during the sales process and tracking overall marketing results.
Solution: Our team developed a twofold strategy that allowed NCR to drive and measure sales enablement and marketing initiatives. We created and delivered high impact sales collateral, including the sales playbook—that was simple, easily accessible and aligned with NCR’s strategy.
To help illustrate the impact of marketing efforts, we developed the first ever cross line of business scorecard, enabling their team to track and measure marketing investments.
- Shortened sales cycle: Creation of the sales playbook helped drives sales, achieve consistency, clarity and accessibility amongst sales tools.
- Marketing operations: Developed a scorecard to show the impact of marketing efforts and drive investment strategy.
- Smart investment strategy: Established by utilizing marketing benchmarks and implemented via interlock