Mark Fulford
speaker
149 appearances
1 recordings
1 series
first heard Aug 2022
last heard Aug 2022
Mark Fulford’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsNo recordings in the last 12 months.Older appearances are listed below; set an alert to hear about the next one.
Appearances
Yeah, exactly.
Yeah, yeah.
Well, this is a topic close to my heart.
And I'm and again, I'd I'd love to get your input.
But my view is the way we try to think about the effectiveness of this growth engine is is actually looking at what I call the three F's, which is efficacy, which is about the results, efficiency, which is about kind of how you achieve those results, and effectiveness is, you know, what is it that you've achieved those results through.
Let me give you an example.
So effectiveness of your go to market strategy might be around
You know, are you cross selling?
Are you you're selling into specific markets?
Are you achieving the results in the way you want to achieve them, whether it's really to new products or, you know, competitive um dynamic?
It's it's it's how you get there.
The efficiency is really about what what return are you getting for your investment?
And we can talk about marketing in a second because I know that's an area close to your your heart.
But it's really around measuring the
Efficiency of your engine.
So are your sales quotas optimal?
Is your attainment of your quotas by your reps optimal?
You know, what is your overall return for your SM spend?
And that's the efficiency part, which all leads to the efficacy, which obviously the results.
But for me, far too many times I see boards and board decks reporting on very laggy metrics, which is obviously just revenue, or sometimes not at all.
Showing 61–80 of 149 · page 4 of 8
← Previous
Next →