My team and I are always preaching the doctrine the consistent and predictable lead generation “engine.” The fact is this: Even the most creative branding and awareness-building program won’t produce the desired results unless you can efficiently work prospects through the system and produce revenue at the other end. But like everything else in marketing, […]
Today’s post is about realism, which is the opposite of the magical thinking. Wikipedia defines magical thinking as “…thinking that one’s thoughts by themselves can bring about effects in the world or that thinking something corresponds with doing it.” In the world of marketing and sales, magical thinking is confusing what you want to happen […]
If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.” Obviously, there is a wide gulf between these two extremes, especially if the definitions come from people working at the same company. This issue […]
It’s the season for wrapping up the old year and prepping for the next. I hope you are as excited about the potential of the coming year as I am, particularly as it pertains to how you can transform your marketing organization. Here are six ideas to get you started: 1. Understand your sales lead […]
Smart B2B marketers start their year-end planning early. This article discusses six action items you can take to improve your 2013 B2B Marketing results.