When, back in 2013, I rolled-out training for the new ,Sales & Marketing SLA (service level agreement) at Basware I would sometimes liken the Sales-Marketing… Read More »Are Marketing and Sales in B2B Still Living on Different Planets?
Introduction Before ABM; before all of the other B2B marketing catchphrases reinvented by technology vendors – ‘customer experience’, ‘content marketing’, ‘sales enablement’ – there was… Read More »Timely Engagement with Buyers Drives Sales Funnel Conversion
Introduction There is a famous speech in the 1992 film ‘Glengarry Glen Ross’ (warning: expletives!) given by Alec Baldwin, which reflects the ‘Hero’ Sales culture… Read More »Always Be Moving – CTAs, KPIs, Tracking & Attribution in B2B Marketing
Long time, no post…! Apologies to all (two?) of you who have been hanging on my every word and are therefore disappointed that it’s taken… Read More »Integrating Marketing with Sales to Track Results
Introduction This is the second part of my post on what it takes to enable timely engagement with buyers in the B2B technology buying process.… Read More »Managing and measuring performance of the B2B sales funnel
Introduction This week I’ll continue my look, started with last week’s Blog, at Marketing’s contribution to sales pipeline and how the customer’s buying cycle must… Read More »7 Steps to Effective Pipeline Management – Part 2
The primary driver of B2B Marketing in high-tech markets is to feed the sales pipeline and generate a quantifiable contribution to revenue targets. Marketing is… Read More »7 Steps to Effective Pipeline Management – Part 1