One of the questions I’m frequently asked, both on stage and off, is: “What has it been like to live through two acquisitions? Has it been difficult to preserve Pardot’s company culture as you grow?”
Two separate questions, but the answers are intertwined. When David Cummings and I...
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If you keep up with the marketing and sales industries (and not just B2C, but B2B as well), then you’ve probably heard the phrase “customer-centric” at some point in your professional career. Modern consumers are changing the way that companies market and becoming a “customer company” is one way...
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Remember the days when marketers could gather as many leads as possible and hand them off to sales without a backwards glance? Unfortunately, expectations are higher than that now. In an era where more and more marketing content is being released by the second, consumers are beginning to suffer...
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Wouldn’t it be great if marketers could customize their marketing message to every single one of their buyers? We might not be quite there yet, but we’re closer than ever to achieving that 1:1 marketing ideal. If you were at Connections or Dreamforce 2013, this shouldn’t be news to you — in fact,...
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It’s common knowledge that sales and marketing don’t always get along. With scuffles over lead quality, revenue attribution, and lead assignment, it’s often a miracle if your two teams are even on speaking terms. And unfortunately, if neither team is willing to compromise, this can easily spiral...
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Today’s buyers are changing their habits. While they once reached out to sales reps at the beginning of their research process, they’re now waiting until much later in the sales process to come forward. In fact, according to DemandGen, 90% of business buyers say when they’re ready to buy, they’ll...
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