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 [...]

3 Top Tips to Set Quotas Right and Skyrocket Sales

By |December 1st, 2015|Territory & Quota|

As the year draws to a close, sales operations teams are a hive of activity, setting the right quotas and designing the optimum comp plans for next year. Did you know that setting the right [...]

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 [...]

Quit Carpet-Bombing Your Email List – Get More Precise and Get Better Results

By |June 16th, 2015|Marketing|

So, you have a decent-sized marketing mailing list. And you have a lot of things to say about what your company’s doing. Plus, you’re running nurture campaigns, and you have a big show coming up. [...]

Rescuing Leads from a Leaky Funnel: Returning Leads to Marketing and Marketing Automation

By |March 9th, 2015|Marketing|

The funnel metaphor for sales is well known by now: opportunities go in, then, as marketing and sales further qualify and work those opportunities they turn to leads or are eliminated. It’s an easy metaphor [...]

Should Salespeople Prospect Anymore?

By |October 9th, 2014|Other|

Editor’s note: I met Ken Thoreson several years ago while hosting a webinar, and his down-to-earth, practical suggestions and approachable way of phrasing discussions were a real breath of fresh air. He’s not one to [...]

How to Up Your Lead Nurturing Game

By |June 4th, 2014|Marketing|

Only about 25% of the leads that marketing hands over to sales qualify as immediate sales opportunities. The remaining 75% of leads are time wasters in the eyes of sales. These leads need more convincing [...]

How to Make an SLA Between Marketing and Sales

By |April 24th, 2014|Marketing|

A Service Level Agreement (SLA) between marketing and sales maybe just a one-pager, but it can be quite powerful. We recommend an SLA be made between the lead qualification team (which can be a subset [...]