Intelligent Growth
By Intelligent Growth
Intelligent GrowthMar 21, 2023
Power and Promise of Generative AI in Marketing & Sales
Generative AI holds significant potential and promises to transform various aspects of how organizations engage their current and prospective relationships. From visual content creation to personalized marketing, predictive analysis, dramatically improved customer interactions, product development, and A/B Testing, every marketing and sales leader now has the playing field leveled to think and lead differently.
Yet, many organizations struggle to leverage these powerful platforms and models to attract, engage, and convert their ideal relationship profiles.
Join Nour Group Managing Partner David Nour today, Tuesday, June 6th, at Noon ET on Nour Group's LinkedIn, Facebook, YouTube, and Twitter channels as he discusses the Power and Promise of Generative AI in Sales & Marketing. Join us in the Nour Forum (NourGroup.com/Forum) to continue the conversation.
Revenue Operations (RevOps) Governance, Team and Impact
Revenue Operations (RevOps) is designed to break down silos between sales, marketing, and customer success teams, aligning them to drive intelligent and profitable growth. This holistic approach ensures smoother processes, efficient collaboration, and greater visibility across the revenue-generating units of the business.
So, where should RevOps be structured within the organization? Who and what capabilities should encompass the RevOps team? And what should be the expected enterprise value creation or impact from the RevOps function?
Join Nour Group partners Jenn Cordz and David Nour today, Tuesday, May 30th, at Noon ET LIVE on Nour Group’s LinkedIn, Facebook, YouTube, and Twitter channels as they discuss RevOps Governance, Team, and Impact.
Total Relevant vs. Addressable Market (TRM vs. TAM)
A fundamental difference exists between an entire market you can market, sell, and service, and those relationships are highly relevant to the appropriate need, willingness, and ability to pay for your product, service, or solution.
Total Addressable Market (TAM) and Total Relevant Market, also known as Serviceable Available Market (SAM), are two distinct concepts used in business planning, particularly for estimating market potential. Total Addressable Market (TAM) represents the total revenue opportunity available for a product or service, assuming 100% market share. It is the broadest possible view of the market without considering constraints such as geographic reach, competitive landscape, or regulatory environment.
Serviceable Available Market (SAM), or Total Relevant Market, is the portion of the TAM that you can actually reach or target with your products or services. It's a more focused and practical view of the market, taking into account factors like geographic constraints, demographic targeting, and distribution channels.
Join Nour Group partners Jenn Cordz and David Nour for the next episode of Intelligent Growth as they share insights into the fundamental differences between an organization's Total Addressable and Relevant Markets. This livestream will broadcast today at Noon ET on Nour Group's LinkedIn, Facebook, YouTube, and Twitter Accounts. Join us in the Nour Forum for a presentation copy and additional resources - NourGroup.com/Forum.
"We" Opportunities + North Star Metrics Amongst Rev Growth Leaders
If you had a chance to catch the most recent mini-series on the challenges facing CMOs, CROs, and CCOs, you quickly realize two fundamental facts:
1. The strategic relationship between marketing, sales, and customer success leaders and their teams (not to mention with higher-ups in the org) has never been more critical.
2. A set of highly credible, believable joint metrics across the three functions as the connective tissue can make or break the organization's success in consistently acquiring and retaining profitable customers.
Join Nour Group partners Jenn Cordz and David Nour as they share five reasons for strategic "we" relationships amongst revenue leaders and three categories of metrics critical to their success. Today at Noon ET, on Nour Group's LinkedIn, Facebook, YouTube, and Twitter accounts. Don't forget to join us in the Nour Forum to continue the conversation - NourGroup.com/Forum.
Key Experience Challenges for CCOs: Mini-Series Episode 3 of 3
Customer centricity is a business strategy that puts the customer at the center of all activities and decision-making processes. It is a strategy focusing on understanding the customer's needs, preferences, and behaviors and using this information to design products, services, and experiences that meet or exceed their expectations. So, whose job is it to be that influencer of common tools/approaches, set of standards for the organization, or share customer-centric insights and practices?
Welcome to the rise of the Chief Customer Officer (CCO) and their strategic impact on every organization's top and bottom-line growth. Their biggest challenge and opportunity: micro-moments or experiences at various interactions with a broad spectrum of functions, the consistency, communication, collaboration, processes, systems, and capabilities across the entire organization to leave them wanting more!
Join Nour Group partners Jenn Cordz and David Nour today at Noon ET as they share insights into this final episode of the mini-series: Key Chief Customer Officer (CCO) Experience Challenges on Nour Group's LinkedIn, Facebook, YouTube, and various Twitter channels. Don't forget to join us in the Nour Forum for a copy of the presentation - NourGroup.com/Forum. And if you can't join us for the livestream, listen to the Intelligent Growth podcast wherever you consume podcasts.
Key Scaling Challenges for CROs: Mini-Series Episode 2 of 3
The most recent PWC Annual Global CEO Survey highlighted top-line growth threats as most CEOs' prevailing concern in the next 12-18 months. Chief Revenue Officers (CROs) earned a seat at the C-suite table because revenue growth needs prudent oversight.
The organization's ability to consistently, accurately, and confidently predict and deliver on its revenue goals requires a seasoned statesman/woman. The CRO must constantly maintain and tweak strategic levers, remove functional silos, leverage insights to devise a strategy, and map out a set of prioritized pursuits to navigate economic, market, and customer uncertainties.
From aligning sales and marketing efforts vs. competitive peers to scaling the team and geographic/channel coverage, leveraging tech stack, data management, and nurturing a customer-centric culture, the role of the CRO has never been more critical.
Nour Group partners Jenn Cordz and David Nour for the next Intelligent Growth livestream Tuesday, 2 May, at Noon ET as they discuss key scaling challenges facing the modern CRO on Nour Group's LinkedIn, Facebook, Youtube, and Twitter accounts. The presentation will be available in the Nour Forum - NourGroup.com/Forum.
Key Growth Challenges for CMOs: Mini-Series Episode 1 of 3
In 2023, the business-as-usual approach to growth will no longer suffice. To succeed, Chief Marketing Officers (CMOs) must establish their leadership brand by broadening the mindset, skillset, and roadmap of their internal teams and external support ecosystem while prioritizing their strategic relationships.
Increasingly, every CMO is being asked to do more with less. Resources are increasingly scrutinized, teams are asked to operate leaner, and CEOs look to CMOs to drive the next wave of enterprise growth. Growth and efficiency cannot be viewed as mutually exclusive. To deliver the highest impact on every investment, every organization must revisit its internal and external relationships with greater personalization, meaningful and authentic connections, and an exceptional customer experience at every touchpoint.
Join Nour Group partners David Nour and Jenn Cordz as they share key CMO Growth Challenges on Tuesday, 25 April. You'll find a copy of their presentation and links to additional resources in the RevOps Group within the Nour Forum - NourGroup.com/Forum.
Eight Ways RevOps Creates Enterprise Financial Value
In challenging economic times, most organizations tighten their spend and focus the aperture of their investments on the greatest return on investments. RevOps investments are critical in optimizing the organization's go-to-market strategy. But at what cost? And how can every CRO, CMO, and CEO zero base everything, including how they think about and implement cost savings in their RevOps initiatives?
From total spend to comparative spend based on the company's size and stage of maturity to seat utilization and tech stack purpose, key areas of every RevOps could benefit from a healthy discussion. Our research and RevOps X-Ray analysis show that significant functional overlap exists in many RevOps tech stacks, percentages of use are lower than expected, and various departments duplicate processes and tools.
Furthermore, longtail impacts (vs. ad-hoc functional needs), over-engineered integrations, data silos (the result of under-engineered integration misses), and qualitative and quantitative discussions are critical in every ROI consideration.
Join Nour Group partners Jenn Cordz and David Nour as they discuss the final episode in the mini-series Strategic Value of RevOps: Spend & ROI. Today, Tuesday, 4 April, at Noon ET on Nour Group's LinkedIn, Facebook, YouTube, and Twitter accounts.
Strategic Value of RevOps: Spend + ROI - Mini-Series Episode 3 of 3
In challenging economic times, most organizations tighten their spend and focus the aperture of their investments on the greatest return on investments. RevOps investments are critical in optimizing the organization's go-to-market strategy. But at what cost? And how can every CRO, CMO, and CEO zero base everything, including how they think about and implement cost savings in their RevOps initiatives?
From total spend to comparative spend based on the company's size and stage of maturity to seat utilization and tech stack purpose, key areas of every RevOps could benefit from a healthy discussion. Our research and RevOps X-Ray analysis show that significant functional overlap exists in many RevOps tech stacks, percentages of use are lower than expected, and various departments duplicate processes and tools.
Furthermore, longtail impacts (vs. ad-hoc functional needs), over-engineered integrations, data silos (the result of under-engineered integration misses), and qualitative and quantitative discussions are critical in every ROI consideration.
Join Nour Group partners Jenn Cordz and David Nour as they discuss the final episode in the mini-series Strategic Value of RevOps: Spend & ROI. Today, Tuesday, 4 April, at Noon ET on Nour Group's LinkedIn, Facebook, YouTube, and Twitter accounts.
Strategic Value of RevOps: Dashboards - Mini-Series Episode 2 of 3
Most of us believe that driving our cars without a dashboard would be silly, if not dangerous. Yet, many enterprise growth strategies need help to pinpoint critical insights and corresponding levers to manipulate in the expansion, integration, optimization, or transformation of their marketing, sales, and customer success efforts. In essence, their RevOps is flying blindly!
From product-market fit to go-to-market fit and the eventual scale of your revenue growth, there is a definite art and science to scaling. Good intended functional areas aim to measure their own progress, regrettably, at the cost of missing the bigger, more holistic picture. Too many leaders are concerned with attribution yet lose sight of why (or why not) certain marketing, sales, or customer success motions fall short.
Join Nour Group partners Jenn Cordz and David Nour as they discuss the next episode in the Strategic Value of RevOps: Dashboards mini-series. Today, Tuesday, 28 March, at Noon ET on Nour Group's LinkedIn, Facebook, YouTube, and Twitter accounts. Nour will be in the Nour Forum right after at 1 PM ET to share actionable insights - join us at NourGroup.com/Forum.
Strategic Value of RevOps: Metrics - Mini-Series Episode 1 of 3
Revenue Operations (RevOps) should be the strategic alignment of Marketing, Sales, and Customer Success motions toward a 360-degree view of your most valuable relationships.
If you're responsible for aggressive revenue targets and data-driven decisions, how confident are you in the frictionless, accuracy, and impact of your RevOps in your growth strategy?
Before recurring business models, companies approached the customer journey as independent, sequential steps. However, ARR mandates re-earning customer relationships with each annual renewal, necessitating a 360-degree view of the customer lifecycle journey more than ever.
Most senior executives, investors, and board members need more RevOps depth to ask the right questions, explore relevant and appropriate solutions and balance their approach between business requirements and technical capabilities.
The strategic value of RevOps begins and ends with the most relevant, accurately captured, analyzed, and forward-motion guiding set of metrics.
Amplified Time to Impact - Getting RevOps Right!
How Impactful is your RevOps? Revenue Operations (RevOps) should be the strategic alignment of Marketing, Sales, and Customer Success motions toward a 360-degree view of your relationships. If you're responsible for aggressive revenue targets and data-driven decisions, how confident are you in the frictionless, accuracy, and impact of your RevOps in your growth strategy?
To address the unique needs of global clients in their efforts to elevate the strategic impact of their revenue operations processes, capabilities, and tech stack, the Nour Group RevOps practice has developed its Amplified Time to Impact (ATI) process. Intelligent and profitable growth is delivered when an organization's marketing, sales, and customer success functions work seamlessly to create an exceptional customer experience and material value.
Join Nour Group partners Jenn Cordz and David Nour as they review the Amplified Time to Impact (ATI) process and the key steps contained within and share insights to optimize your revenue growth efforts. LIVE on Nour Group's LinkedIn, Facebook, YouTube, and Twitter Channels.
Join us in the Nour Forum right after for downloads of key resources, ask questions, and share your challenges and opportunities. NourGroup.com/Forum
The Star Wars Trilogy (RE, CC, CB)
If you watch the original Star Wars episodes 4-5-6, you'll get to know Luke Skywalker. Watch all three, and you'll go considerably deeper into the character, his trial and tribulations, and how wisdom impacts his journey to become a Jedi Master.
In your work (and life), similarly, you can read any of the David Nour books - Relationship Economics, Co-Create, and Curve Benders, and get great insights on business relationships, unique value-creation, and the future of work. So, how are they different, and what is the individual, team, and organizational transformation journey that can be extracted from all three?
Join Nour Group partners Jenn Cordz and David Nour to discuss the Star Wars Trilogy of RE, CC, and CB and transformation insights you can count on TODAY, Tuesday, 7 March, at Noon ET - LIVE on Nour Group Facebook, LinkedIn, YouTube, and Twitter.
Predictive Analytics & Relationship Intelligence
Predictive analytics uses current and historical data to forecast activities, behaviors, trends, and intent. It involves applying statistical analysis techniques, data queries, and AI/ML algorithms to data sets to create predictive models with a numerical value or a score on the likelihood of a particular action or an upcoming event.
When done ethically and in the proper, value-based context, this approach could dramatically amplify business relationships' planning, execution, and impact.
Join Nour Group Partners Jenn Cordz and David Nour for this episode of Intelligent Growth LIVE as they discuss Your Predictive Analytics & Relationship Intelligence from David Nour's new book, Relationship Economics 3rd edition (Wiley, 2023)!
Your Relationship Brand Familiarity
How would you describe one of your favorite brands? Why or how have you created an affinity for this brand? Regarding professional relationships and enterprise growth, our research highlights a spectrum of familiarity with individual brands. Some we outright reject; others we feel rather neutral about. Others, yet we prefer or even insist on.
In business relationships, you should aim to build a preference for your technical competencies and an insistence on the manner in which you build strategic relationships. Always.
Join Nour Group partners Jenn Cordz and David Nour, Today, Tuesday, 21 February, as they discuss Your Relationship Brand Familiarity LIVE at Noon ET
Six Phases of Strategic Relationships
Have you noticed why some people identify, build, nurture, and sustain fantastic business relationships while others have the same opportunities and let those invaluable contacts flounder? Our research over the past two decades, and particularly over the past three years of the global pandemic, points to a single source of the truth: discipline!
Discipline in understanding what it takes to turn everyday contacts into valuable business relationships. Discipline in developing the skills, applying the skills to gain the knowledge, and modifying your behaviors to create, communicate, and capture value in every interaction.
Join The Nour Group founder and managing partner David Nour as he shares insights from his forthcoming book, Relationship Economics 3rd edition (Wiley, 2023), on the Six Phases of Strategic Relationships. Afterward, jump over to the Nour Forum and the RE3 Launch group for exclusive content, resources, and events.
Relationship-Centric Blueprint for High-Performing Teams
In a thriving economy, or a declining one, one attribute consistently sets high-performing teams apart from dysfunctional ones: the quality of their relationships. Call it "having each other's back," "getting on the same page," or "a team of rock stars;" the attributes of individuals, teams, and the organization, we've found are very consistent.
What if there was a roadmap for your to measure and elevate your culture to a high level of relationship-centricity?
Join Nour Group partners Jenn Cordz and David Nour for the next episode of Intelligent Growth LIVE as they unpack the Relationship-Centric Blueprint for High-Performing Teams from David Nour's forthcoming Relationship Economics, 3rd Edition book, available for preorders now. Tuesday, Jan. 31, Noon ET - LIVE on LinkedIn, Facebook, YouTube, and Twitter.
Top Ten Reasons Most Networking (Still) Doesn't Work!
Ever since the early years of our academic careers, it has been driven into us that the relationships we nurture will mean more to our professional success than just the knowledge we acquire. Beyond intellectually understanding that networking is critical to our success, the post-pandemic world has proven that our network is highly correlated to our net worth. Success in business networking starts with avoiding ten mistakes most professionals make, regardless of the season of their careers!
Join Nour Group Partners Jenn Cordz and David Nour as they discuss Nour's upcoming book, Relationship Economics 3rd edition (Wiley, 2023), and the first chapter - Top Ten Reasons Most Networking (Still) Doesn't Work! Every Tuesday at Noon ET, LIVE on LinkedIn, Facebook, YouTube, and Twitter.
Post-Pandemic Strategic Relationships
Your business relationships evolve - at an increasingly accelerated pace, consistent with the changes we all experience in the market. People change jobs, careers, industries, geographies, and strategic priorities. All of these factors change the very nature of your relevance to others - and theirs to your personal/professional growth and success over time. Said another way, your post-pandemic business relationships may look very different than the ones you've had in the past.
As such, your approach to how you invest in, nurture, sustain, and capitalize on your business relationships must also evolve. Join Nour Group partners David Nour and Jenn Cordz as they discuss the power of strategic relationships in the post-pandemic world through an introduction to Nour's next book, Relationship Economics 3rd edition (Wiley, 2023). Each Tuesday, at Noon ET / 9 AM PT. Join us.
Customer Lifecycle Journey Maturity Model
Every forward-thinking, growth-oriented enterprise today is or will soon aim to become a recurring revenue model. The fundamental challenge for many will be the seamless integration of their marketing, sales, and customer success capabilities, processes, and tech stack. Welcome to the age of the Customer Lifecycle Journey Maturity.
Leaders who optimize their mindset, resources, and strategic partnerships will set themselves apart from their competitive peers. Join Nour Group partners David Nour and Jenn Cordz as they share their insights on this model, including potential weak links in your organization, the need for actionable metrics, and the power of benchmarking.
Show notes, including a downloadable image of the model, in the Nour Forum HERE.
Ten Attributes of Success in 2023
From our 2022 Relationship Economics Summit - an intimate gathering of senior executive clients, partners, and friends this past October, to over 100 senior executive conversations since Nour Group Partners Jenn Cordz and David Nour have gathered Ten Attributes to success in 2023. Join us for insights on where you and your team should focus in the New Year as we launch our new Intelligent Growth Livestream. Learn more at NourGroup.com. Join us in the Nour Forum to get a copy of this session presentation, ask questions, and learn from members of our private community.