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Not All Advice is the Right Advice
I’ve been a part of several online conversations recently that have discussed how to get more from marketing automation and improve the return on marketing’s investment. In each of these conversations, folks have weighed in about the importance of sales … Read More
Posted in Lead Management Process, Marketing Automation, Sales and Marketing Alignment | Leave a commentWhy Lead Generation is Irrelevant
According to a 2011 study by MarketingSherpa, 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the … Read More
Posted in Demand Generation, Lead Management Process | Leave a commentUpon Further Diagnosis…
A few weeks ago, I was speaking with one of my colleagues about the state of B2B marketing and the maturity of today’s marketers. During this discussion we were focusing in on the skills gap that has been well documented … Read More
Posted in Lead Management Process, Marketing Automation, Sales and Marketing Alignment | Comments OffPlugging The Leaks – Addressing The Early Stages of the Funnel
Our good friend Ardath Albee and I have recently had a series of conversations about the standard funnel that is used by many organizations. (If you don’t know Ardath I highly recommend you follow her: @ardath421.) This post is a … Read More
Posted in Lead Management Process, Lead Nurturing | Comments OffDon’t Blame Me!
I just got done reading a Net-Results blog post that quoted John Common, CEO of Intelligent Demand who stated the following about marketing automation: “It is a disruptive technology in that it forces a company to think differently about its … Read More
Posted in Marketing Automation | 2 CommentsIn Defense of the Funnel
The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” Needless to say this was fuel … Read More
Posted in Lead Management Process, Lead Planning | 2 CommentsMy Love/Hate Relationship with B2B Events
I have a confession to make. I have a love/hate relationship with marketing events, a fair share of which I attend each year. At many of these events, I have the good fortune of being able to present on topics … Read More
Posted in Demand Generation | 1 CommentInterview with Ardath Albee, CEO of Marketing Interactions
We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions, Inc and has over 25 years of business management and marketing experience. She specializes in … Read More
Posted in Content marketing | Comments OffWhat B2B Marketers Can Learn From a 14-Year Old Baseball Player
Over the past few months, I have most assuredly become a candidate for rotator cuff surgery. This development is due to the countless number of pitches I have thrown to my son during batting practice in preparation for the upcoming … Read More
Posted in Industry News | Comments Off2012 Resolutions for the B2B Marketer
Well here we are. 2011 is history, and we embark on another year. At the end of 2011, I resisted the temptation to become a prognosticator, figuring that I didn’t want to deal with the ramifications of my predictions potentially … Read More
Posted in Demand Generation, Lead Management Process, Sales and Marketing Alignment | Comments Off