A comment on social media metrics, suggesting that they resemble the Emperor’s new clothes; that increasing qualified leads month-over-month is what is important.

A suggestion that if Marketing provides Sales with qualified leads, the discussion of Marketing and Sales alignment goes away.

Seven recommendations on converting leads to sales in the 2011 B2B digital environment.

A comment on how many B2B companies seem to be sticking with traditional lead generation programs, while watching the number and quality of their leads decline.

Considering doing a mail or email campaign and want to buy a mailing list? The following are some tips that you should consider before sending in that PO or money order. 1-Does the list you are thinking about cover those industries or market segments that you want to serve? A key to successful mailing campaigns [...]

Recommendations for sales people on how to use LinkedIn to generate sales.

A posting that illustrates the change in marketing activities used for lead generation/sales process from a few years ago to today.

In a previous posting I talked about Five Myths for the direct sales force. This posting will discuss five major misconceptions about the indirect channel (reseller, distributors, partners and etc.).  Five major indirect channel misconceptions:  1-      Partners, resellers, etc. are all alike. Nothing could be further from the truth! The major impression is that most [...]

On the first day of sales, marketing gave to me (the sales force) an outstanding brand! On the second day of sales, marketing gave to me two value propositions and an outstanding brand! On the third day of sales, marketing gave to me, three new market segments, two value propositions and an outstanding brand! On [...]

  This is the seventh in a series regarding Sales Channels   One reader, who felt that the scorecard was a good guideline in defining the appropriate channels for many enterprises, wanted some insight on what should be considered in changing/ adding another channel, as her current channel is underperforming.  Well when the reader asks, [...]