Sales is from Mars and Marketing is from Venus – a CEO’s Perspective
Nothing focuses the sales force on sales like a quota. But what does a CEO use to focus Marketing? Can Marketing really begin to source leads for Sales? And how can you really optimize the relationship...
View ArticleWhat Sales Really Thinks About Marketing?
Does Sales really care about leads? Maybe not. If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as...
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Marketing Metrics: Rethinking them Again!
It always seems that marketing metrics is a fertile topic to discuss and write about but after reading a few recent Forrester research reports I think they really helped me to crystallize how I am...
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Hey Marketer – When was the last time you talked with a customer??
It’s an odd dynamic I see in play today – in today’s ever connected environment marketers tell me they feel even more removed from direct customer interaction. As a former sales person, I used to...
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Interview with Leading Sales Expert: Jim Keenan
I had a chance to interview Jim Keenan, the author of the blog A Sales Guy – specifically to get his take on what marketers need to be doing to help sales more. Here is his take … 1) Why do you think...
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The 4 C's of B2B Marketing
We’ve all heard about the four P’s of marketing. Product Price Placement Promotion The four P’s were created mainly to describe the ideal “marketing mix”. The term “marketing mix” became popularized...
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Shadow Pipeline – accounting for the missing dollars
Well its summertime, a time when we turn down the volume of campaigns and look at the business impact we were able to drive. It’s my favorite time of year to reassess based on our stated strategy and...
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