When a Fractional Chief People Officer Might Be Enough What Does Great Look Like in a Chief People Officer? Signs Your Chief People Officer Isn't Scaling How I Engage with the Chief People Officer
9 Part Four: Marketing Chief Marketing Officer What Is Marketing, Really? Chapter 42: Where to Start Building and Maintaining a Brand Chapter 43: Generating Demand for Sales Market Research Competitive Intelligence Technology Metric Definition Chapter 44: Supporting the Company Culture Recruitment Marketing Internal Communications Employee Engagement Chapter 45: Breaking Down Marketing's Functions Brand Digital Chapter 46: Events Types of Events Event Planning Partnering with Sales Pre‐Event Event Execution Post‐Event Using Data Chapter 47: Content and Communications Public Relations Content Creation Gated Versus Ungated? Chapter 48: Product Marketing Deliver Create Analyst Relations Enable Chapter 49: Marketing Operations Technology Process Measurement Strategic Planning When to Start Marketing Operations Chapter 50: Sales Development Sales or Marketing? Leadership Where to Start A Note on Working with Agencies Chapter 51: Marketing as a Partner/Collaborating with the Rest of the C‐suite Chapter 52: Building a Marketing Machine (Scaleup) Growing Your Team Execute Across Channels Broaden Your Reach Final Thoughts Chapter 53: CEO‐to‐CEO Advice About the Marketing Role Signs It's Time to Hire Your First CMO When a Fractional CMO Might Be Enough What Does Great Look Like in a CMO? Signs Your CMO Isn't Scaling How I Engage with the CMO
10 Part Five: Sales Chief Revenue Officer Chapter 54: In the Beginning: From Prospect to Customer Chapter 55: Hiring the Right People Chapter 56: Profile of Successful Salespeople Chapter 57: Some Myth Busting Chapter 58: Compensating Sales Team Members Incentive Compensation Revisited Chapter 59: Pipeline Chapter 60: Scaling the Sales Organization Chapter 61: Scaling Your Team Through Culture Chapter 62: Scaling Sales Process and Methodology Chapter 63: Scaling the Operating System Chapter 64: Marketing Alignment Chapter 65: Market Assessment and Alignment Chapter 66: Expanding Distribution Channels Chapter 67: Geographic Expansion Chapter 68: Pricing and Packaging Pricing Packaging