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In 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 CommentsThe Characteristics of Revenue Generating Companies
In the last year the aspect of revenue, as it relates to marketing departments, has taken center stage. Both Eloqua and Marketo are at the forefront of the Marketing Automation space discussing Revenue Performance Management. These two companies along with … Read More
Posted in Lead Planning, Marketing Automation, Metrics, Sales and Marketing Alignment | Comments OffFour Reasons to be Thankful You’re a B2B Marketer
I have said over and over that there is no better time to be a B2B marketer. And the more I speak with those in the field, the more I become convinced that this is not just my opinion, but … Read More
Posted in Lead Planning, Sales and Marketing Alignment | Comments Off