7 Steps to Effective Pipeline Management – Part 2
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 drive how Marketing interacts with…
Resources
Managing and measuring performance of the B2B sales funnel
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. In part 1, I looked…
What happened to B2B Marketing Strategy?
B2B marketing has changed B2B markets continue to see major disruption from global competition, new market entrants, new technologies, shifting supply chains and price erosion, the job of the B2B…
Content generation for lead nurturing in a 1-to-1 world
In this networked world it remains a challenge to take potential buyers through a truly personalized interactive experience with your company. The Holy Grail of business to business marketing is…
Always Be Moving – CTAs, KPIs, Tracking & Attribution in B2B Marketing
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 that I was used to…
Timely Engagement with Buyers Drives Sales Funnel Conversion
Introduction Before ABM; before all of the other B2B marketing catchphrases reinvented by technology vendors – ‘customer experience’, ‘content marketing’, ‘sales enablement’ – there was the ‘demand waterfall’. Or as…
It’s a Dirty Job, But Someone’s Got To Do It – Marketing Operations!
Enabling growth by bringing people, process, data and systems together Introduction 10 years ago, Scott Brinker, the doyenne of the marketing technology industry, wrote his seminal piece on the rise…
