Marketing’s Customers: an Oxymoron or Reality??

They may not be the ones you think I mean. No not the internal customers or your bosses boss like the CEO, CFO or COO. I mean real customers of marketing. Let me explain …

If you are like me working to drive thought leadership out of our organization and into the hands of would […]

What Sales Really Thinks About Marketing?

Does Sales really care about leads? Maybe not.

If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as lead nurturing and lead scoring can help generate pipeline and revenue, by framing the discussion around leads too many marketers ignore the […]

No Leads get Left Behind

The folks at Bulldog Solutions compiled the Q&A session from a live Webinar I did last week with them called “A Case Study: Improving Lead Quality and Quantity” with the American Marketing Association.

Lead nurturing is something I am very passionate about and feel marketers need to start embracing more. A recent Forrester study cited […]

Field Marketing 2.0: The Next Generation of Demand Creation

SiriusDecisions recently released a report on Field Marketing 2.0 that evolves the principles created in Field Marketing 1.0.

The key differences are: a tighter connection to sales, processes to support that connection, technology as a backbone for those processes, and metrics that justify spending and prove the impact to sales, executive management and even the […]

My Top 10 posts, as voted by you!

Well, open the champagne, this is my 100th post! It has been my pleasure to bring you some really great content over the past year, so I thought I would share what your fellow readers think has been the very best.

What better way to do that but with a David Letterman Top 10 list? […]

What’s Working in Lead Generation?

As a buzz marketer, how do you choose among the array of lead generation options – PR, word of mouth, interactive marketing, speaking at conferences, publishing thought leadership, conducting seminars, direct mail, and so on? And how do you know which mix will generate the most qualified leads?

A new benchmark report on What’s Working […]