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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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

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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

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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

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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

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