At the SiriusDecisions’ (#SDS11) sold out conference featuring over 750 people, this year’s keynote featured both the head of sales Jerry Rulli and Colleen Langevin who heads marketing in a dialogue around historic performance, current activity, and a single go...
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...
