Adoption Strategies of the Rich and Successful

By |May 31st, 2016|Marketing|

For about a decade, I’ve been focused on sales and marketing software. I’ve covered it as a journalist and as a content marketer, as an analyst and a consultant. And I wish I could say [...]

Three Ways the IoT Totally Changes Marketing

By |February 26th, 2016|Marketing|

Everyone is enamored with the Internet of Things (IoT) as a way to automate parts of the selling process. Vastly increased up-time, just-in-time restocking of consumables, and use-based up-selling and cross-selling are just three areas [...]

Are 90% of demand generation campaigns missing the mark?

By |January 19th, 2016|Marketing|

Most executives are down on demand generation campaigns. According to the 2015 B2B Enterprise Demand Generation study from Annuitas, only 10 percent of executives rate their demand gen campaigns as very effective. But is that [...]

Demand Gen: Three things your sales teams want for Christmas

By |December 21st, 2015|Marketing|

There’s a complicated dynamic between B2B sales and demand generation teams. Each can’t do their jobs without the other, yet each thinks the other has work to do to adapt to today’s buyers. With the [...]

Five Reasons Marketing Must Break Out of Its Silo

By |December 8th, 2015|Marketing|

It’s always been easier to operate marketing as its own entity, with systems and data silo’ed so the only people who can used them being marketers. Some marketers would even argue this is the best [...]

Five Overlooked Lead Scoring Criteria

By |November 10th, 2015|Marketing|

According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. That’s a drag on sales – they spend too much time on leads that will never pan out, or [...]

How Fast are We Evolving? The Launch of the 2016 Sales and Marketing Sentiment Survey

By |October 1st, 2015|Marketing|

Sales and Marketing have the same overarching objectives: they want to boost the sales performance of their business, thus earning more money and prestige, or at least simply justifying their existence. But anyone who’s ever [...]

Analytics, Sales and Marketing, and “Moneyball” The Promise (and Peril) of Relying on Data

By |September 11th, 2015|Marketing|

Way back in 1983, as a baseball-crazed teen who wasn’t that good at playing baseball, two books were top of my reading list: The Art of Hitting .300 by Charlie Lau, which I hoped would [...]

Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

By |August 25th, 2015|Marketing|

There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated [...]

The 10 Commandments of Sales and Marketing Alignment

By |August 13th, 2015|Marketing|

According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million [...]