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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 OffIn 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 Comments2012 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 OffSoftware Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management (Part Two)
There is a lot of confusion about the role of marketing automation software as it relates to marketing processes. In part two of Software Advice’s whiteboard session with Annuitas Group CEO and Marketing Automation Institute Executive Director, Carlos Hidalgo, we … Read More
Posted in Demand Generation, Lead Management Process | Comments OffSoftware Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management
Demand generation and lead management are two terms that companies should be fairly familiar with, but it turns out there is quite a bit of confusion around the two. Software Advice, a site that offers reviews of marketing automation solutions, … Read More
Posted in Demand Generation, Lead Management Process | Comments OffIf It’s Too Good To Be True…
About 15-years ago, I was at lunch with a guy who told me that within weeks I could be making in one month what I was currently making annually. He proceeded to tell me that he was making $70,000 per … Read More
Posted in Lead Management Process, Marketing Automation | 2 CommentsTen Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two)
This is part two of our 2-part series on how the C-Suite can help affect marketing and sales for the better. (click here for part one) A recent report published by MarketingSherpa asked B2B marketers what was the top barrier … Read More
Posted in Industry News, Lead Management Process, Sales and Marketing Alignment | Comments Off