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Articles tagged with: marketing automation

Marketing Automation can facilitate the entire buying decision path
Thursday, 23 Jan, 2014
Marketing Automation can facilitate the entire buying decision path

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.

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!

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 […]

Selling doesn’t cause buying
Sunday, 5 May, 2013
Selling doesn’t cause buying

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…

The results of using Buying Facilitation®
Wednesday, 1 Jun, 2011
The results of using Buying Facilitation®

For those of you who read my blogs and have some interest in understanding the results you’ll…

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.