Tag Archive

Tag Archives for " sales marketing alignment "
5

BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’

Brian Carroll was interviewed by Phil Dobbie, BNET and CBS News. Brian reveals how to execute the kind of engaging lead-nurturing conversations that result in more and better-selling opportunities. Listen here, or review key points by following these timestamps: -21:20 How can salespeople strike the perfect balance between nurturing existing leads and getting more sales […]

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6

Four Reasons Why Funnels Are a Marketer’s Best Friend

Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. Yes, messaging, segmentation, branding, and numerous other considerations are extremely important. But no tool can impact financial performance for marketing as much as a funnel. There are four […]

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9

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 […]

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4

8 Tips for generating high quality leads that sales people love

Ask most executives and marketers what salespeople need to sell in this economy and they will say, “more leads.” So their marketing and lead generation focuses on getting MORE leads to their sales team. But do you know how many of your leads are actually impacting the sales pipeline? We’ve done numerous lead qualification programs […]

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4

Stop doing random acts of demand generation

I don’t know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it’s vital for us to think before we execute. It’s not about doing more campaign activity… it’s about […]

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8

Closed Loop Feedback: The Missing Lead Generation Huddle

The huddle is crucial to the success of a team in most team sports. While in the huddle, the team looks at their performance on the last play, including what worked and what didn’t, and then uses this feedback to decide their next play. Sales and marketing can learn a lot from the team huddle.  […]

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7

Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale

Many things with lead generation seem easier than they are.  Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars. The speed of lead follow-up is a major contributor to this problem. KnowledgeStorm and […]

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