Sales Marketing Alignment
The ultimate resource for lead nurturing, whether you're just starting to think about lead nurturing in your business or are looking for ways to enhance and optimize your existing programs.
In a recent webinar, Mac McIntosh, Founding Partner of AcquireB2B, and Jep Castelein, Founder of LeadSloth (and new Principal Consultant at Marketo!) discussed the top seven ways to utilize marketing automation to generate more sales revenue. Read the detailed summary below or download the full webinar here.
1. Nurture your leads to get 3 out of 4 sales opportunities that come from prospects with longer-term needs.
According to AcquireB2B research, 25 – 33% of prospects buy your product…
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I’m pleased to share some smart advice from Kathryn Roy, Managing Partner at Precision Thinking, a consulting company that addresses three key areas for B2B sales & marketing teams — primary research, strategy, and sales enablement. She’s worked with some of the most successful B2B companies including IBM, Avid, CA, Constant Contact, and Lotus, and has published in HBS Working Knowledge, MarketingProfs, and Mass High Technology. In fact, her article Seven Infectious Diseases of B2B…
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Sales and marketing are in the process of rapid evolution, changes driven by both market pressures and improved technologies. Some have dubbed the new business paradigm as
Sales 2.0, or Sales and Marketing 2.0. The new vision is one that has improved
alignment between sales and marketing departments, shared goals, and a better understanding of customers.
At the event dedicated to the topic, the
Sale & Marketing 2.0 Conference, we caught up with attendees to get their input. Here is…
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In a special event, as part of our Revenue Masters series, we brought together some of the top minds in B2B demand generation to answer this critical question. Marketing and sales experts, Jill Konrath, Craig Rosenberg, Sandy Carter and Jon Miller weighed in on the debate with their perspectives, as well as provided advice for marketing and sales alignment.
What is a lead?
Jon Miller: In Marketo’s revenue cycle, a lead is a qualified prospect that is starting to exhibit buying…
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To kick off the first of Marketo’s Customer Spotlight Series, Evan Whitenight, VP of Marketing at Reachforce, discusses the importance of Marketing and Sales alignment in his on-demand webinar, Bridging the Gap between Marketing and Sales. Evan started off with some interesting and scary statistics of why marketing and sales alignment is so important in your organization.
On average:
- 30% of sales reps turn over each year
- It takes approximately 7 months to ramp a new rep
- 40% of sales…
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The ultimate objective of marketing is to increase revenue performance, and one key way to achieve this is to optimize the entire sales funnel. Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale, addressed the critical hand-off between marketing and sales as he spoke to a group of marketing professionals at MarketingSherpa’s 2010 B2B Summit.
In his presentation, he covers a five-step process to optimize lead management, get marketing and sales alignment,…
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Conference awards hashtag for Twitter: #SM20award
In one of the Modern B2B Blog’s most popular posts, Jon Miller encouraged marketers to tout (among other things) awards as part of a strategy to appeal to buyers who are stressed about budgets. If it’s been awhile since your last Oscar win, don’t worry. A heavyweight opportunity to prove your value to prospects and clients has just arrived with the recent announcement of the Sales & Marketing 2.0 Awards. These will be doled out on the…
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Q. How is demand being generated within your organization, and how much is marketing expected to drive vs. sales?
This was the first of four questions in our latest Revenue Masters webinar titled: Key Questions Sales Leaders Must Ask To Ensure Revenue Success. The live session was hosted and moderated by Gerhard Gschwandter, Founder and CEO of SellingPower, and featured Bill Binch, VP of Sales and Customer Success at Marketo, and Barry Trailer, Co-Founder of CSO Insights.
The answer to…
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As I wrote yesterday, in cases where the CSO lacks “bottom-up” visibility into future periods, highly accountable CMOs can fill the void with marketing forecasts.
These are not “traditional” marketing forecasts, which take the form of a top-down market size analysis. Those kinds of “forecast” can be useful for strategic planning, but do not have the sufficient granular, actionable data required to be an equal counterpart to the sales forecast.
In contrast, highly accountable marketing…
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At executive staff and board meetings, the number one topic of discussion is never the upcoming marketing program or the new brand strategy – it’s almost always the sales forecast. Everyone wants to know if the company will make the target for this quarter and what next quarter is going to look like. Invariably, this discussion is led by the Chief Sales Officer (CSO), with little or no input from the Chief Marketing Officer (CMO) or marketing team. With this dynamic, it is no…
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