Teleprospecting teams pursue inbound and/or outbound leads via a telephone, are owned 50% of the time by sales and 50% of the time by marketing in a B2B company with the trend heading toward marketing according to a Sales 2.0 recent conference. The nature of the role...
This post is aimed toward heads of marketing, heads of sales, general/division managers or CEOs. It’s specifically toward a head of marketing who is considering what measurable impact her/his team has on the business and is in a situation of implementing a marketing...
This is an expansion of an earlier post of the process steps involved in tying marketing investment to revenue and is a viewpoint from someone with real operational experience as head of marketing. Get CEO/GM and head of sales buy in to your objective which is to tie...
I recently met with a Field Marketing leader for a successful B2B company recently and she had echoed a similar concern that is common in our industry  –  her concern was as follows: “The marketing leads we give to sales aren’t being worked by sales, so it’s...
SaaS – software as a service is a business model that was pioneered in the early 2000s to eliminate the costly software license model. There are now a handful of global public company comparables with metrics that are published on the performance of these SaaS...
If you are a marketer (or any professional in a company that is non-sales oriented), how do you get informed of your buying cycle in a B2B sale and map your buying process to make sure your tools and messages fit with their needs? At a recent Sales2.0 conference in...
