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Marketing & Marketing Automation

Top Tips For Driving Marketing And Sales Alignment
Friday, 10 Jun, 2011
Top Tips For Driving Marketing And Sales Alignment

Michael Brenner writes an interesting blog called B2BMarketingInsider. His ideas converge the best of the marketing ideas: whether it’s a post about best practices for small business marketing, or how to best use social media, he covers the modern marketing field from every angle. You’ll like this, especially for my regular readers who could use a rest from […]

Marketing automation follows a small segment of the buying decision path
Wednesday, 25 May, 2011
Marketing automation follows a small segment of the buying decision path

A term the larger marketing automation firms are trying to promote is dubbed ‘revenue performance management.’ What does this mean? Who’s performance are they hoping to monetize?
It’s been fascinating to me that the major players in the field insist they ‘know’ the buyer’s decision path.

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]

Sales and Social Networking: thinking it through
Monday, 29 Nov, 2010
Sales and Social Networking: thinking it through

Here are some questions: How are you using social networking to help you sell? What are the goods, bads, and uglies.
Do you use it as a vehicle to be introduced to prospects you wish to pursue, via LinkedIn or Facebook? If so, what are you doing and how? What is working and what isn’t? What […]

My Marketing Automation Experience
Monday, 15 Nov, 2010
My Marketing Automation Experience

Just to see what the hype is all about in Marketing Automation, I decided to trial a solution…

Are leads ‘falling out the bottom?’
Friday, 5 Nov, 2010
Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has happened in sales for the past, oh – I don’t know – the past forever? And what’s the difference between leads  not closing after 4 […]