The 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...
View ArticleThe Results Are In…And They’re Not Pretty
Over the last week Demand Gen Report & Televerde published reports which reviewed the performance of B2B marketing and sales teams. The results are far from attractive and show that many companies...
View ArticleTen Ways the C-Level can Positively Impact Marketing and Sales (Part One of Two)
A recent report published by MarketingSherpa asked B2B marketers what the top barrier was for overcoming their marketing challenges. 17% cited difficulty in getting buy-in or support from the C-Suite....
View ArticleTen 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...
View ArticleFive New Year’s Resolutions for the CMO
I had lunch recently with a VP of Marketing. He was telling me about his organization, the relationship between sales and marketing, and what he knew needed to change to make his company more...
View Article2012 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...
View ArticleUpon 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...
View ArticleNot 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...
View ArticleThe Sales Perspective – An Interview with Jill Rowley of Eloqua
We recently had the chance to catch-up with Jill Rowley a.k.a the Eloqueen to discuss various topics about our B2B world and marketing automation. As one of the leading sales representatives in the...
View ArticleAccount Based Marketing – An Interview with Jennifer Pockell-Wilson of...
We recently had the opportunity to sit down with Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operation at Demandbase. Jennifer, leads the demand-focused marketing teams and demand...
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Sales Enablement Danger
I am a huge proponent of utilizing innovative technologies to streamline business processes and I am fascinated by the history of technology. In fact, just this weekend, the inventor of email, Ray...
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Rainmaker Conference 2016 – Key Takeaways
“I day-trade attention and build businesses” – Gary Vaynerchuk, Keynote address, Rainmaker Conference 2016 I used to believe that Marketers were the most enthusiastic group in an organization about...
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3 Tips for Marketers Developing Training Materials
Whether it is the launch of a program, campaign, product, or instructional how-to’s, as marketers we’ve most likely developed training materials and conducted training sessions for members of our...
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3 Mistakes B2B Sales Leaders Make That Hurt Performance
Much is written about how the role of the B2B marketers changed over the years due to the shift in the buying process. And while this is true, and has been mentioned more than several times here on the...
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3 Keys to Effective Inter-Organizational Partnerships
As children, our parents imposed a lot of boundaries upon us. The boundaries were meant to keep us safe, to give us structured responsibilities and to help us learn the ways of respectful...
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Straight from the Horse’s Mouth – Content Buyers Want
Marketers in B2B create a lot of content. We write, we design, we create videos, and post content all day long, but what content really matters to our buyers? Before you jump in and write another...
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BANT Criteria in a Buyer-Centric World? No More
Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. This concept was first introduced by IBM in the early 2000s and was the gold-standard for qualifying...
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No I Do Not Want To See Your Demo
A few weeks ago I had the privilege and opportunity to deliver the closing keynote for the B2B Summit in London. The event, hosted by B2B Marketing, was a one-day event that delivered multiple...
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Why Demand Generation Requires More Than Marketing
I had a conversation with a prospect today about their demand generation challenges. As is often the case in these discussions, the topic of the sales team came up. My prospective customer, who is an...
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Small But Mighty – Building a Power Team
I recently had the pleasure of re-certifying as a Marketo Certified Expert for the third consecutive year. Preparing for the test always takes me back to the start of my career in marketing, and most...
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