Does your sales opportunity pipeline (or lack thereof) keep you up at night? More importantly, does it keep your CEO up at night? Did you know – that research shows most B2B sales pipeline problems happen due to problems in the lead development steps before selling even begins? Let’s take a realistic look at the … Continued
The short answer is yes; unfortunately, this happens more often than we might think. We asked CEOs “What are the biggest reasons why a CEO would not approve the marketing budget?” It turns out that CEOs require end-to-end continuity in any process or plan. When it comes to sales and marketing, CEOs want an ROI; … Continued
In this blog, we ask you to ask yourself: How is your sales pipeline? Could it be better? Can you be more efficient at generating qualified sales opportunities that move into the sales pipeline… and close? Don’t over-complicate your life. You don’t have to go it alone. There’s an approach sweeping the B2B community: ABM-as-a-Service … Continued
In our last Blog, we shared an E-Book on Best Practices for Implementing ABM to Drive Revenue Growth and ROI. For this blog, we want to share the next group of logical questions to ask: Once you have a strategic vision of ABM for your company, what’s the most efficient way to implement or … Continued
How important are the core pillars of an ABM strategy? Want to know how crucial an ABM strategy is? Our colleagues at Chief Outsiders, the top professional organization of fractional CMOs and a DMP strategic partner, have an exceptional E-Book for you. Carol Everson and Jeff Loeb have recently published a brief yet comprehensive guide … Continued
As I hear bits and pieces of campaign-related conversations at the Direct Marketing Partners contact center, I’m realizing more and more the importance of customer/team meetings with respect to our B2B direct marketing endeavors. This is a very simple matter – but one which evidently needs promotion. Whether the campaigns are lead generation, profiling, list … Continued
When it comes to lead generation, one size does not fit all. While some swear by using marketing automation alone, others believe that a good email tool, tele-prospecting, or social media by themselves are the way to go. My 30 years of experience with thousands of demand generation projects have taught me that the reality … Continued
Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued
Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued
Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued
