I was recently involved in a panel discussion on Social Media use at Marketing Magazine’s B2B Marketing Transformation Conference.  What was clear from the questions asked and the feedback after the event,… 5 Reasons B2B Social Media May Not Be Right For You

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… 7 Steps to Effective Pipeline Management – Part 2

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… Managing and measuring performance of the B2B sales funnel

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… What happened to B2B Marketing Strategy?

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… Content generation for lead nurturing in a 1-to-1 world

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… Always Be Moving – CTAs, KPIs, Tracking & Attribution in B2B Marketing

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… Timely Engagement with Buyers Drives Sales Funnel Conversion

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… It’s a Dirty Job, But Someone’s Got To Do It – Marketing Operations!