What is a marketing strategy?

The Future of Marketing: Conversations not Campaigns

The days of marketing campaigns are over. Today, for marketing to effectively drive revenue, it must be a continuous, meaningful conversation. The most successful marketers will know how to lead that conversation both internally and externally so they can communicate to their customer the right things in the right way at the right time.

Improve Lead Generation: Top Takeaways from MarketingSherpa’s B2B Marketing Summit

A compilation of articles outline the best of MarketingSherpa’s San Francisco B2B Summit and reveal powerful ideas to immediately improve lead generation. Get a special rate for the upcoming Boston event.

Picture of dashboard showing metrics for lead generation and marketing success

Are Marketers Measuring Their Success or Someone Else’s?

Do marketers really deserve the credit they’re for sales results? Are their fabulous campaigns the primary reason deals are closing, or are the wins a reflection of the blood, sweat and tears of tenacious sales professionals?

B2B Marketing: Do you know how much your CEO really invests in demand generation?

If it’s almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. If it isn’t, I strongly encourage you to read the following article, which initially appeared on the MarketingExperiments Blog. It’s written by Dave Green, […]

B2B Marketing: Playbook for sales and marketing alignment

Be honest. How does your sales team perceive the leads Marketing produces? They love them – couldn’t be happier! They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? If you chose answer number #1, the first thing I would say is, “Well done.” The second thing […]

Podcast: Unconventional strategies to reach more clients

So, you’ve put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses this issue in his new book, “Winning the Professional Services Sale.” And, it’s the subtitle […]

When leads lie, what should you measure?

Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, “When Leads Lie.” Check both resources out they are well worth a read. Here’s a few excerpts from Tabor’s article: Why do leads lie? Leads lie because we think they’re saying something that they aren’t. A lead […]

Losing Leads and Sales With Bad Search Marketing Decisions

There are so many tools that help marketers with their search marketing but marketers have to know how to use the analytics in order to focus on the right things to generate leads and sales. So often I find that marketers are only looking at conversion rates of how specific phrases or banners perform and […]

Sales and marketing alignment: tips for getting it right with lead generation

According to the 2008 Miller Heiman Sales Best Practices Study, only 37% of respondents agreed that their sales and marketing organizations are aligned in what their customers want and need. I discussed this disconnect with Bill Golder in the February issue of Sales & Marketing Management. You can check out the interview online: Chronicles of […]

Looking for a little marketing wisdom?

Well, I’ve got, oh about a hundred suggestions for you all courtesy of MarketingSherpa’s latest Wisdom Report. Sherpa’s free report is filled with mini-stories from our colleagues in the marketing world who have learned through trial and error. The topics of this year’s report touched on just about every aspect of marketing out there – […]

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