Next Gen Marketing Automation Platforms

It’s time for the next generation of marketing automation – a revenue generating marketing automation system that focuses across new areas of predictability, effectiveness, and a wholistic view of a prospect/customer situation with the right analytics.  As a former...

LIKE: new SiriusDecisions Demand Waterfall

Yesterday in the 106 degree Arizona weather, we received a needed waterfall – SiriusDecisions unveiled their upgraded view of the latest demand waterfall model at their annual conference.  With an array of color codes and arrows, the new direction is spot as it...
Improving Conversion through Win/Loss

Improving Conversion through Win/Loss

Most organizations have a quantifiable goal toward improving KPIs and analytics on more closed marketing sourced revenue.   An effective method to accomplish conversion improvement is to do a ‘win/loss’ analysis on specific areas of the buying process. One really...

B2B LinkedIn – Take 2

For years, I’ve been raving publicly about LinkedIn and was one of the very early adopters in Silicon Valley of this technology.  LinkedIn has some compelling newer offers to consider in the B2B segment. Many B2B Marketers have felt a bit burnt by prior years...
Improving Conversions – what to measure?

Improving Conversions – what to measure?

Many B2B companies look to improve conversions from lead to revenue and increase the productivity of their direct sales arm.  Here are 4 reports that can be run immediately in your CRM that can impact conversion positively without having to invest more money in new...
Mobility:  Raising Campaign Effectiveness

Mobility: Raising Campaign Effectiveness

There are 3 key steps in raising email campaign effectiveness via mobile devices. Mobility is playing an increasingly important role in reaching prospective customers for companies.  Studies show and my own recent customer data indicate that 9% to 30% of email (not...