It’s that time of year again when we all start thinking about what we’re going to do better next year. It’s when the gyms fill out their memberships as people vow to exercise regularly, when dieting starts anew, and when people try to rein in their personal budgets.
But what if we all decided to...
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Over the last decade, technology has caused a tidal wave of change in the marketing function. And that wave is now moving through sales. Inside sales is gaining traction and the demand for field sales people is on the decline.
It’s now easier than ever before for companies to connect with potential...
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With inbound marketing, you create quality content, attract your target audience to your website and turn them into leads. Then, you close the sale.
It all sounds good, but if your company is creating a lot of leads that don’t become customers, it can be frustrating. But look on the bright side:...
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You probably know that B2B buyers are completing two-thirds of their buying journey before they call a sales person. This change in customer behavior has most B2B marketers laser focused on optimizing their websites and all forms of digital communications.
In the process, they may be missing a...
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You’re probably interested in the power of marketing automation to heal what ails your marketing initiatives, create a flood of qualified leads and propel your organization into unprecedented sales growth.
Marketing automation is powerful. It is not, however, omnipotent.
Before you can automate a...
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If you travel by car to a city in Europe, you’re likely to find yourself navigating an intricate maze of twisting roads. You could try to find tourist attractions based on your instincts, but you’re likely to get turned around and lose your sense of direction.
Today, there’s a better option: GPS....
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Funnel or Pyramid?
There’s a problem with the sales funnel. Just because you fill it with leads, sales won’t naturally fall out of the bottom. And yet many sales and marketing managers feel this is the way it works: play the numbers game, get as many leads as possible and sales will naturally fall...
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When the telemarketing function is headed by the wrong department, telemarketing goals are often derailed. To sort through whether telemarketing should be part of marketing or sales, I’ll start by defining the two functions.
The marketing function is to comb through the sand and find the gems to...
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Worldwide B2B marketing organizations–78% of them–say that generating high-quality leads is their greatest challenge. Yet even after search engine optimization (SEO) and social media lead-generation efforts–diligently applying cutting-edge online marketing techniques–the marketing team’s work too...
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