A healthy balance between marketing and sales is necessary for company success. This article discusses how sales and marketing can achieve an effective balance.
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I was attending a fitness class at my health club this past weekend and the instructor was talking about how full the club was in early January and how many of the people were “New Year’s resolution” exercisers who would probably be absent within a month. He said that many people have noble intentions and […]
With only about three weeks to go in 2011 I hope you are turning at least some of your thoughts to what you will do in the coming days to ensure that 2012 is your best year ever. I know it is tough to close out the year strongly while simultaneously planning for the future, […]
MCI was a powerful company in the 1990s. And while MCI was known for producing very cool advertising – unfortunately, the business results never seemed to match the messaging “creativity.” This is just one example – how about the many $1 million plus Super Bowl ads that have produced a lot of attention but virtually no […]
I was talking to a former colleague yesterday and she made the claim that as a marketer, she had no control over the sales process and little or any impact on revenue. Regardless of whether this is true at her particular company, B2B marketers should (and do) have substantial impact on sales revenue. In fact, there […]
Getting your marketing strategy just right is critical for B2B marketing success. On the “too broad” end, lots of B2B companies, desperate for recognition and revenue, try to be everything to everyone. One of our Fusion Marketing Partners teammates worked for a company whose small C-level and business development team had dozens of potential deals […]
Here’s the all-too-common scenario: A team of highly skilled engineers rolls out a product that passes beta and actually starts to get some traction (usually through networking with people they already know). Encouraged by their first few orders, the company promotes those engineers or product developers to fill the marketing and sales roles. Who better to […]
It’s been a while since I have neglected to end a year without doing some type of planning and goal setting for my business (or whatever company I was working for at the time) and my personal life. Like the saying goes, it’s hard to hit a target you don’t have, and goal setting is […]
As a CEO or business owner, you have some tough decisions to make about your marketing and sales operations. Traditionally, this has involved hiring one or more marketing personnel, and paying them a salary (sometimes with a bonus) as your in-house marketing department. I worked in this model for two decades, earlier as a marketing […]
When I reflect on the various talks and presentations I have done about B2B marketing and sales, perhaps my favorite is called How to Bridge the Gap Between Sales and Marketing. This is a subject that resonates with both the marketing and sales audiences, as well as CEOs and business owners. We may have some […]