B2B Dashboards – Marketing and Sales – Driving Revenue!

There are several challenges to establish ‘board level’ dashboards that report on marketing activity that tie directly to revenue generation.  Here are 5 tips that I’ve used in creating dashboards for executive level reporting.  (NOTE – LETS TALK REAL TIME IF...

Revenue through Marketing Automation Apps

Increasing Productivity through Marketing Automation Platforms (MAPs) My experience in this post comes from implementing MAPs in 3 different companies – in one of those companies, the MAP providers (Eloqua, Marketo, Aprimo) were a channel of distribution for us, so I...

Maximize revenue as a goal – Aligning Sales/Marketing

If you read the last post, you saw the importance of tying revenue to results in both sales and marketing. Let’s dig into some key steps to tie revenue to results: 1.        Adopt common language between sales and marketing on tracing inquiry to revenue – an exercise...

Connect B2B Marketing to Revenue!

This is the first in a series of posts of tying B2B marketing result to revenue.  This is the framework for the discussion on how marketing drives revenue for their enterprise organization. A key aspect for business to business marketing to focus on is delivering...

Revenue Traction = Sales+Marketing Alignment

To maximize a company’s revenue result and customer experience, B2B Sales and Marketing teams need to align around similar objectives.  Recent trends point to both sales and marketing are getting increased scrutiny for the following reasons: Suspect to prospect...

Accelerate Revenue NOW: Be a Student of the Game

While President Obama was across town in Tempe, Arizona giving a commencement speech emphasizing how to keep studying beyond school, I attended the annual SiriusDecisons Best Practices Summit for Sales & Marketing leaders (see Twitter) in sunny Scottsdale,...