What is a quality lead – and does it matter?
Monday, 18 Oct, 2010
What is a quality lead – and does it matter?

Everyone defines ‘quality lead’ differently.
Some use ‘lead scoring’ to follow different ‘touch points’ – determined by industry standard or corporate dictate – defined as having a ‘buying’ value that is supposed to project a close.
Some use the telesales function to ‘qualify’ and pass on to sales what has been somehow deemed ‘promising’.
Is  a ‘quality lead’ expected to lead to  a closed sale? A meeting? A ‘hot’ opportunity regardless of […]

Enhance the digital experience from cold -> close
Friday, 15 Oct, 2010
Enhance the digital experience from cold -> close

In our new digital world, the field of marketing automation attempts to manage the buying experience starting from the ‘beginning’ of the buying process. But indeed, relative to the full set of issues buyers must consider, marketing automation enters in no earlier than 70% of the way into the decision making.
Indeed, they are omitting the human side […]

Evolving Your Sales Game Plan-a Focus Interactive Summit
Thursday, 14 Oct, 2010
Evolving Your Sales Game Plan-a Focus Interactive Summit

I am excited to be a part of an online Sales Summit hosted by FOCUS.  If you have not attended one of these FOCUS online summits in the past, this is a good one to start with.  The event is on Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET.
Pre-registration is required
Join Focus […]

But the emperor does NOT have clothes on!
Tuesday, 12 Oct, 2010
But the emperor does NOT have clothes on!

I have been writing posts about why and how the new digital marketing initiatives are missing the boat and doing badly in digital what we do badly in sales – merely address the solution placement rather than all aspects of the buying decision journey. As Einstein once said, you can’t solve a problem by seeking […]

Digital Sales Activity: finding buyers too late in their journey
Monday, 11 Oct, 2010
Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they drip content with no clear…

Marketing Leads: based on faulty assumptions?
Friday, 8 Oct, 2010
Marketing Leads: based on faulty assumptions?

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that […]