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 [...]

The Best Way to Sell a Solution? Help Your Customers Define Their Problems

By |May 27th, 2016|Lead to Money|

I just returned from CRM Evolution in Washington D.C., an event chaired by my friend Paul Greenberg, who’s been dubbed the “Godfather of CRM” (although I’m pretty sure he’s never had anyone whacked). This event [...]

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 [...]

Is CRM All You Need? Looking for Systems of Action At Dreamforce 2015

By |September 15th, 2015|Dreamforce|

We’re teetering on the edge of Dreamforce 2015, an event that coalesces much of the CRM universe in one place for a week. In addition to tying up San Francisco traffic, clogging the city’s hotels [...]

The Top 10 Tweets from C3 2015

By |May 22nd, 2015|C3|

The social media footprint of C3 2015 was enormous – the show’s attendance was very healthy, but the amount of Tweets and Facebook posts that came out of the show was all out of proportion [...]

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 [...]

Why Sales Should Get Excited About Marketing Automation

By |February 12th, 2015|Marketing|

How does your sales team respond when they hear about an investment in marketing technology? They may be cautious but hopeful – it could result in more leads. They may be skeptical – if marketing [...]

Replacing the cold call: Driving Results with Marketing Automation and event-based calling

By |February 3rd, 2015|Marketing|

(Editor’s note: Doug Erb is the founder of Lanshore and an in-the-trenches marketing automation consultant. He’s seen the way marketing automation can pay off when it’s combined with a little imagination and a well though-out [...]