(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...
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...
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...
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...
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...
