Yes, it’s tough out there. As I write this, we are all faced with the specter of the invisible coronavirus bug attacking our health, threatening our own lives and that of our family and friends, and doing serious, and potentially long-term damage to our financial well-being. We are all getting tired of talking about what […]
How to Conduct a Quick and Effective B2B Marketing Assessment All of you numbers-focused and results-obsessed marketers understand the importance of the quantitative side of B2B marketing. You measure the number of inquiries, cost per inquiry, number of opportunities, specific media performance, and numerous other details. And if you do this right, you keep your […]
In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment. Both articles, and this one, are based on the BrightTALK Sales Expert Channel webinar, Assess, Align and Accelerate – 3 Steps to Power Revenue Growth that I did last month with […]
Why you need to be a “pipe”, not a “bucket” marketer. B2B marketers seem to come in two varieties; those with a propensity to act, and those with a propensity to ponder. The former usually have a much higher output than the latter. And yes, they also make more mistakes (guilty as charged here!). On […]
We each have our own ways of setting goals and resolutions. Like many of your peers, you may do this exercise at the beginning of the year. Perhaps you are someone who sets and monitors goals on a periodic basis, with no set pattern. Or, you could be one of those who eschews the whole […]
I was delighted to spend about 30 minutes doing a video interview with John Golden from Sales POP! Online and Pipeliner CRM. We had a great conversation about marketing and sales alignment and some of the things I’ve learned about how to improve this for B2B companies. You can watch the interview here, or read […]
Big league pitcher Lefty Gomez is more famous for saying, “I’d rather be lucky than good”, than for the quality of his pitching. Unfortunately, many marketing and sales professionals have this same attitude. More than once, I have succumbed to the wish for more luck when in truth, it was something else I needed. A […]
I just read a thought-provoking report titled: Forrester Data: Marketing Automation Technology Forecast, 2017 to 2023. Having worked in the CRM industry, including co-founding a marketing automation (MA) software company, the trajectory (and complexity) of the industry has been fascinating to witness. The below graphic from Martech, will give you an idea of the enormity […]
The relationship between marketing and sales is so crucial to a company’s success yet it is often less than ideal. In my company, we get to work with a fair number of CMOs and CSOs and while they are usually great at their individual jobs, they need to work together well to drive the revenue […]
I got the idea for this post when listening to one of our Fusion Marketing Partners’ clients present at a webinar. The company official who presented was not particularly dynamic or polished but he did a great job of presenting the information in a thoughtful and logical manner and he definitely had what I term […]