Deliver the Right Content at the Right Stage of the Buy-Path
Monday, 20 Jan, 2014
Deliver the Right Content at the Right Stage of the Buy-Path

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

Lead Scoring Misses the Point
Sunday, 19 Jan, 2014
Lead Scoring Misses the Point

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar […]

Closing Leads: the challenge of marketing automation
Friday, 17 Jan, 2014
Closing Leads: the challenge of marketing automation

Marketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible.
But are they leads? Or are they just names?
How do you know the difference between what name is worth spending time one and one […]

Get it right: Shift the sales and marketing focus to the buy side
Tuesday, 7 Jan, 2014
Get it right: Shift the sales and marketing focus to the buy side

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has […]

BEST OF 2013: Leadership, Change, Listening, Buying Decisions
Monday, 30 Dec, 2013
BEST OF 2013: Leadership, Change, Listening, Buying Decisions

An interesting year. Sales technology…

She’s Back
Monday, 9 Dec, 2013
She’s Back

And ready to go! During my 3 years in retirement I wrote a new book (tentatively titled Did You Really Say What I Think I Heard, published in Fall by AMACOM) and am now starting a keynote speaking practice aimed at helping sales professionals facilitate a buyer’s behind-the-scenes consensus during their buying decision path. I’m […]