Here is my hour presentation that I reviewed with 30 others at the New Jersey BMA on Marketing Automation. This video slide deck is condensed down to 4 minutes. Â Note the emphasis I put on data – data is at the heart of a successful revenue acquisition...
Selling is one of the toughest professions in the B2B world today. I think non-sales people underestimate how challenging selling really is and can be. To keep sharp, I recently completed a Dale Carnegie Sales Success course to refresh my own selling...
(Reposted from DemandGenReports Blog) When I recently attended Oracle’s Marketing Cloud kickoff event, where Oracle COO Mark Hurd gave his presentation to 100 of us, we had a chance to ask him questions at the conclusion. My question for him was, “how are you...
A colleague asked me to compare and contrast what marketing automation deployments we’ve seen prospect and customer wise – what their use case is relative to the gap with best practices. To execute on a need he had committed to a client, I came up with the following...
(This was recently published by the Argyle Group targeting 4000 CMOs globally.) 70 percent or more of marketing business to business leads aren’t being followed up by sales. And the reason is trust. Establishing trust — the moment that you believe the salesperson...
We’re still not yet hitting the full promise of what marketing 2.0 could be delivering on. In an informal poll of 3 CMOs of B2B companies with revenues from $50M to $5B, I asked about their progress with new revenue acquisition effectiveness around gaining bigger...
