B2B Lead Blog

I received some news today that leaves me both humbled and honored. OpenView Labs named its top 25 sales influencers for 2012, and I am among them. This is especially meaningful for two reasons.

First, I have tremendous respect for the people who have joined me on this list; I’m in great company. Learn more about them here: Top 25 Sales Influencers for 2012.

Second, OpenView Labs takes a scientific approach to selecting its top influencers. OpenView Labs leverages the Klout True Reach metric to calculate social media influence. They also examined blog activity, and other more traditional content. You can read more about their selection process toward the end of this post here: Marketing Channel Research: How to Design a Prioritization Scheme.

Current Affairs, Inside Sales, Leadership, Sales, Thought Leadership

I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever.

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then compared to what I know today. This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago.

This year’s B2B Lead Roundtable webinars are testament to that.

In February, Paul Teshima, SVP of Product Management at Eloqua, set the tone for the webinar year. He defined the tenets of the new world of marketing in Revenue Performance Management. “We’ve seen a problem now where, even though marketing is doing a great job of generating leads, sales still cannot handle the volume and they slip away,” explains Paul. “Some of the leading companies today are really focusing on this idea of managing and bringing marketing sales together, in a more effective way, now that they’ve solved some of the tactical problems.”

Paul explains how here: The Future of Marketing: The Evolution from Demand Generation to Revenue Performance Management

In March, Michelle Mogelson Levy, Associate Vice President of Global Marketing at ECI Telecom, detailed how she executed an ultra-successful content strategy campaign and how that transformed their entire marketing strategy.

“We had to put ourselves in line with our buyers’ journey so we knew how to engage them at the right level,” she points out. “We had to provide value to our prospects, who have never heard of us before, and position ourselves as a company that understands their marketplace and their business issues – a partner as well as an expert.” Learn more here: How ECI Developed an Entire Content Marketing Program from Concept to Completion and the Surprising Results

In April, John Johnston, eBusiness Marketing Manager for Volvo North America, outlined how he streamlined, integrated and automated lead generation for a marketing program for 20 different heavy construction segments for dealers in 125 countries.

“We took online marketing activities, leveraged their analytics and optimized – measure, take action and repeat. It’s a continuous loop that makes the database and the lead-generation process better and better.”

Watch the webinar to find out how John’s efforts are providing customers and prospects the precise information they need to make a smart purchasing decision, and dealers a much more detailed, useful picture of who they’re selling to. And much of this is happening in real time. Learn more here: How CRM Revolutionized Marketing and Lead Generation at Volvo North America

In May, Brandon Stamschror, Senior Director of Operations for MECLABS Leads Group, and I expounded on the powerful combination of excellent data and the human touch to make the best use of sales time and resources.

According to MarketingSherpa, 80% of marketing leads are lost or discarded because even though someone may have provided basic contact information, they may not be ready to talk to a salesperson. Teleprospecting bridges the gap.

Make sure you’re setting a strong foundation for your campaigns with an accurate list. Brandon revealed the outcomes of a breakthrough experiment that tested how higher cost/high quality lead data affected the cost per lead. The results were astounding – the difference between the best- and worst-performing lists was $581 per lead. Learn more here: Teleprospecting that Drives Sales-Ready Leads and How One Company Slashed Their Cost Per Lead by More than Half

In June, Sergio Balegno, Director of Research, MarketingSherpa/MECLABS Primary Research Group, shared why inbound marketing – a strategy where the prospects find you as opposed to you finding them – is critical, and how integrating social media and SEO drives it.

“Companies with integrated social media and SEO achieve 60% better conversion rates…Search rankings are driven by relevance, relevance enhances an organization’s credibility, and this credibility helps to drive conversion rates,” says Sergio. “It’s an essential ingredient to a B2B marketing program.”

To prove it, Sergio shared five steps that helped an email marketer pull in 70% more leads and doubled revenue in one year. Learn more here: How to Integrate Social Media and SEO to Drive More Leads and Increase Marketing ROI

In July, Dave Elkington, Chairman and CEO of InsideSales.com, revealed how companies are leaking significant revenue in their sales and marketing funnels – knowledge gained through analyzing two billion communications with 80 million customer profiles. He outlined astonishing facts like 43% of companies don’t even respond to inbound leads! But for those that know how to respond, the opportunities to make the sale grow exponentially – 78% of sales goes to companies that respond first, not to the company with the best or cheapest product.

It’s no wonder that Dave points out that venture capital firms want companies in their portfolios to have inside sales departments. “They’ll recruit, train and transplant inside sales teams into their portfolio companies,” he says. For more data that will show you how to speed leads into your sales pipeline, go here: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

Find out how:

• Clarifying value proposition helped one company decrease cost-per-acquisition by 66% and multiplied monthly profit four times over
• Re-engaging clients helped one company attain grow its business by 64%
• To quickly and easily choose the best lists
• To time lead-generation activities to attain the highest possible return on investment of resources
• Closed-loop feedback makes sales professionals worship their marketing department

Find out much more here: Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and Revenues Part 1 and Part 2

It all came full circle in October, when Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report, discussed what more than 1,745 marketing organizations had to say about their lead generation efforts in 2011.

“It’s increasingly challenging for marketers to achieve success, and challenges are growing in pertinence year after year,” she explains. “Perceived effectiveness of tactics is declining severely. It’s getting more difficult to achieve the same results from the same marketing activities.”

She points out, however, that may be due to the fact that marketers still aren’t optimizing their funnels:

• 68% haven’t identified their sales or marketing funnels.
• 61% send leads directly to sales.
• 79% haven’t established lead scoring.
• 65% haven’t nurtured leads.

Learn how to make 2012 a better year here: 2012 B2B Marketing Benchmark Report: How Marketers are Transforming Mounting Pressures, Challenges into Revenues.

We are in the process of planning our 2012 webinar year. What would you like to know more about? What information would help you generate more leads? How can we help you stay on top of lead-generation innovations? Leave a comment below.

B2B Telemarketing, Content Marketing, Inside Sales, Lead Generation, Lead Management, Lead Nurturing, Lead Scoring, Leadership, Marketing Strategy, Social Media, Thought Leadership

At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Our responses are compiled in the video below; hearing what my colleagues had to say produced even more “aha” moments for me, and I’m sure they will for you, too.

In fact, this will be well worth investing nine minutes to watch if you want a serious dose of inspiration and insight. You can also review the timestamps for a quick summary.

:31 – Jason Striker, Digital Marketing Director of ICM Document Solutions, insists that even if an organization says they don’t have the money to make a purchase, they’ll still manage to find a way to buy something if they really want it. “It’s not the economy that’s stopping you from getting sales, it’s your message.”

1:01 – Jay Baer, President of Convince and Convert and Author of The Now Revolution, believes that the path to an organization’s social media success can never be paved by a single expert, “It’s about distributing social media responsibilities across the whole enterprise.”

1:23 – Dr. Flint McGlaughlin, Managing Director and CEO of MECLABS, says marketers are finally realizing that optimization is not about “seizing opportunity” it’s about recovering the millions of dollars lost through leaking sales and marketing funnels. “Marketers need to think like plumbers and find the leaks and plug them.”

2:40 – Karen Hayward, CMO and EVP of CenterBeam, believes it’s time for marketers to be accountable for results and has been working diligently with her team throughout 2011 to demonstrate that. “2011 was about … owning our accountability.”

3:19 – Michelle Mogelson Levy, Associate VP of Marketing Programs, ECI Telecom, says 2011 was a watershed for her. “Everything I thought was true wasn’t.” She went on to explain that written processes are meaningless without real relationships with your sales team. “I learned what alignment really was, and how to align the sales and marketing organization to really create a cohesive group.”

3:57 – Milap Shah, CEO of Nexsales, warns marketers that when it comes to data that drives the lead-generation campaigns, you get what you pay for. “Working with a so-called ’inexpensive’  list could cost firms 2 ½ to 3 times more; it pays to pay more and stay targeted.”

4:37 – I explain how marketing is about building relationships, and how marketing must play a leadership role in transforming companies from the inside so they can transform outside relationships.

5:37 – Kristin Zhivago, President, Zhivago Management Partners and author of Roadmap to Revenue, reveals that over the past few months, buyers are changing the way they purchase. “In the intense scrutiny of the B2B environment, they’re talking to peers first…they don’t want to read websites.” Zhivago explains why: sellers aren’t even close to aligning their websites to how buyers want to buy.

6:37 – Ge Moua, Senior Demand Generation Manager, Unify, says her “aha” moment came when she defined her job as being the liaison between sales and marketing. “For a long time sales and marketing were very siloed … today we’re working together to achieve the same goal.”

7:30 – Tracey DeMay, Marketing Manager, CenterBeam, advises making sure you’re always talking “with” not “at” your customers and meeting them where they’re at. “By the time they reach out to us, they’ve made a decision or they narrowed it down. They’re much farther along in the buying process than before.”

8:12 – Tony Doty, Senior Manager, Research & Strategy, MECLABS, was surprised by how marketing teams in big companies are facing the very same challenges as those in small ones, whether that’s terrible data, poorly tracked metrics, or lack of measurement. “There are huge companies that are just as green as the startups,” he confesses.

What were your biggest “aha” moments this year? I’d love to hear about them, share them in the comments below.

Lead Generation, Leadership, Marketing Strategy, Sales, Thought Leadership, Uncategorized

Your success hinges on what you accomplish in the time you have, and that is never more true than these last few months of the year as we all race to meet projections, quotas and sales goals.

At our next B2B Lead Roundtable webinar, I will once again be joined by an outstanding in-the-trenches marketer, Pamela Markey, MECLABS Director of Marketing & Brand Strategy. Every day, Pamela is driving opportunity to MECLABS and is all too familiar with the challenges marketers are facing, especially at year’s end.

Together, we’ll continue the conversation we began in our last webinar as we reveal what has helped ourselves, our clients and businesses that have submitted their experiences to MarketingSherpa and MarketingExperiments, the primary research organizations of MECLABS.

(Missed the first webinar? Watch it here: b2bleadblog.com/part1)

In just 45 minutes, you’re going to learn how to effectively seize the next three months to drive the very best outcomes and begin 2012 from a place of power. Find out:

• How to avoid wasting time on the wrong prospects by directing energies to the ones who will be most likely to buy.
• Identify the best timing and methodology for contacting prospects – how long to persevere and when to call it a day.
• Generate timely feedback from sales on every lead you give them – and why that’s absolutely critical to success.

If you’re eager for a solid finish to 2011, I strongly recommend you attend!

Inside Sales, Lead Generation, Lead Management, Leadership, Marketing Strategy, Sales

Last month’s webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo, prompted a great question: “What should I look for in a teleprospector?”

Unfortunately, that can’t be answered with a fast, convenient sound bite. That’s why I’m going to do my best to respond here in my inaugural blog post.

Over the past 15 years, I’ve been involved in hiring hundreds of teleprospectors. Along with Brian Carroll, I was one of the co-founders of InTouch, now MECLABS Leads Group. Fortune 100 companies from a broad base of industries hire us to do teleprospecting for them; they know the value of the human touch to optimize their lead generation efforts. It seems like we’re always on the lookout for powerful teleprospectors to support these accounts, and over the years, we’ve pinpointed some of the critical traits that are inherent in every top performer:

An abiding desire to serve. Teleprospectors must sincerely want to help others, because that’s what they’re going to be doing all day, every day. When they conclude a conversation with a prospect, we want that prospect to feel like the call added value to his day – regardless of his timing to buy. To make that happen, teleprospectors must have an attitude of service, a sincere eagerness to help others. Furthermore, not only must teleprospectors serve the people they call, they must gain real satisfaction from serving their colleagues as well. There’s no room to be territorial, because they’re going to be passing leads to someone else who will take them to the next level
in the sales process.

The focus to follow process. A full-time teleprospector can expect to make 80 to 100 calls a day. This entails far more than simply smiling, dialing and spouting a script. After all, we use call guides, not scripts; read this or watch our most recent webinar to find out why. Our team must be fully engaged in each and every call to successfully execute proven, tested tactics that drive opportunity. It doesn’t matter how clever or charming a candidate is; if he’s unwilling to follow process, you don’t want him calling.

Tenacity and patience. We’re not bell-ringers here; people aren’t getting leads every three minutes. It can typically take 8 to 19 calls to reach a prospect. Teleprospecting is not for someone who thrives on instant gratification.

Empathy and strong listening skills. They must be able to put themselves in their prospects’ shoes and anticipate their needs. That means listening intently to pick up on the subtle signals that indicate where a prospect is on the buying process. You would be impressed at the engagement we get from prospects who can sense that our teleprospectors are paying close attention. People know when they’re genuinely being listened to.

Curiosity coupled with a love of learning. People with this combination like to be informed; they’re well-read and take pride in keeping up with what’s happening in the business world. This is a key trait for our teleprospectors because they can ultimately work with a variety of clients. While we train and coach them extensively, they must be ready to intelligently discuss any number of topics ranging from manufacturing devices to educational programs.

A clear, measured, confident speaking voice. This is lower on the list because, more than any of the other qualities, it can be taught.

Obviously, you’re not going to be able to scan a resume and identify these skills, and you can’t take someone from outside sales, plop them down with a headset and a script, and expect success. Road warriors are accustomed to closing; hunting for opportunity requires a completely different skillset and very few people have both.

To find great teleprospectors, we have candidates undergo multiple interviews and tests, including role-playing and psychological analyses, to identify strengths and opportunities for growth. You just never know where you’re going to find out a stand-out employee. Case in point is Mark Wicka, our Senior Business Development Representative. He came to our company as a temp and had never worked in any kind of lead-generation role. Eleven years later, he’s still here. (And talk about work ethic – he’s never called in sick during those entire 11 years!)

He began his career here generating leads for our clients. But these days, we’re using his skills to generate leads for MECLABS while mentoring and supervising a team that is doing the same. He thrives on learning; when he worked for our clients, he dove into educating himself about their industries and products. Now that he drives business for MECLABS, he has become expert in all aspects of lead generation. Yet, he’s the most humble guy you’d ever meet; he never comes across as a know-it-all, just very informed and authentic. His spirit of service shines through in everything he does. Consider what he has to say about what motivated him to come to MECLABS:

“I feel like fate brought me here. I worked in print advertising, but it didn’t resonate. I didn’t think it was very effective and I wanted to work for a company where I knew their solution worked,” he recalls. “I was doing more than look for a job, I wanted to work for an organization that I believed in. I’ve found that at MECLABS.

“My goal is to be an intelligent follower. There’s no disgrace in following, the person who follows leaders most effectively is the one who develops leadership most rapidly. I’ve had great mentors here – when I started it was my program managers. Today, it’s Brian Carroll and Flint McGlaughlin (CEO and Managing Director of MECLABS). Their success is my success.”

I would love to hear your thoughts about the qualities you think are essential to be an effective teleprospector. Are you surprised by my conclusions? Are there other skills you think are just as important as the ones I’ve listed? Do you want me to expand on any of these thoughts? Feel free to comment below.

B2B Telemarketing, Human Touch, Inside Sales, Leadership

I have a confession: you know the cliché about the cobbler’s kids? I’ve been there and done that. And you can see proof of it back in April, 2009, when I blogged about how to best leverage LinkedIn as a lead generation tool.  Step five was “create your own LinkedIn group and share relevant content.”

The problem was that my company at the time, InTouch, which became a part of MECLABS this year, didn’t have its own LinkedIn Group.  My message to my blog readers should have been, “Do as I say not as I do.”

I knew, having advised my readers to start a LinkedIn group, that I should at least consider doing the same. But I wanted to make absolutely sure that whatever I created would contribute value that couldn’t be found anywhere else. Why add to the noise?

So I began perusing groups in earnest. Surprisingly, I couldn’t find any one, at the time, that was completely dedicated to lead generation. Okay, let me qualify that – one that was completely dedicated to lead generation without self-promotion drowning out discussions that addressed real issues. That was the gap that needed to be filled, so three weeks later I launched the B2B Lead Roundtable.

Today, we’re celebrating its second birthday, and I am proud to say we are on the verge of 8,500 members. In fact, I expect that we will reach and exceed that milestone this week.

I am also glad that the B2B Lead Roundtable became what I had hoped: a forum where professionals can share their questions and insights without being inundated with people trying to sell them something. Instead, they’re given legitimate, compelling feedback from professionals who genuinely know what they’re talking about.  That’s probably because the vast majority are seasoned executives.

Read more…

B2B Telemarketing, Content Marketing, Current Affairs, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Lead Scoring, Leadership, Marketing Strategy, Social Media, Thought Leadership, Web/Tech

Over the last several years, according to MarketingSherpa, marketing departments are increasingly taking responsibility for tele-prospecting. Why do you suppose that is happening?

Let me be clear: teleprospecting is not selling something over the phone, a function that remains squarely in the sales organization. B2B companies use telesprospecting to follow up on and qualify marketing-generated responders, and identify and generate demand through outbound  calling.

While I explained in a recent MarketingSherpa blog post that teleprospecting should serve as a bridge between sales and marketing, one department has to own the function, and marketing seems to have momentum. For good reasons.

Before I break down why marketing should own this function, let me say that people I respect believe with all their hearts that teleprospecting belongs in sales.  This is their general rationale:

1. It’s a sales activity.
2. The best teleprospecting representatives should have career paths into sales and should have a sales aptitude. (Ex-road warriors are a hot commodity in the recruiting profile of many organizations.)
3. You need a sales culture in a teleprospecting operation – yes, all the braggadicio and rah-rah stuff that the black-turtleneck crowd arches an eyebrow at.
4. The teleprospecting representatives must have a sales-like compensation structure, based upon results.
5. The teleprospecting representatives should be aligned with sales.

While there is always a situation that would be an exception, I generally agree with all of their points.

But so what?

Are any of these reasons valid enough for sales to own teleprospecting?  Sure, there’s the “if it walks like a duck” argument. But lots of us have duck walks and we’re not, in fact, ducks.

Here are more compelling arguments – on behalf of marketing ownership – listed in increasing importance:

1. With the right teleprospecting approach, more inquiries will convert to sales-accepted leads. The teleprospecting team can set up a structured approach to nurturing accounts. They can provide follow-up and network to identify the appropriate buying influence, cross-polinate one interest to another, and execute numerous other tactics that result in a bigger revenue contribution from upstream marketing campaigns.  Obviously, marketing must find the right balance between wringing the last nickel of campaign revenue and obtaining a good return on investment. But with responsibility for the entire function, better yields are entirely possible. Can sales do the same thing? Yes. But marketing has the greatest vested interest in capitalizing on upstream investments.

2. Teleprospecting can improve upstream demand generation yields. Not only does teleprospecting convert leads, it can elicit precise feedback on each one so marketing can better tune media, messaging, and tactics to improve the upstream investment yields. Can sales do this? Yes. But again, marketing has a much greater vested interest in making sure upstream campaigns work well.

3. Teleprospecting overlaps with demand generation. Clearly, when teleprospecting representatives cold call, share a value proposition, and discuss how solutions solve problems, those representatives are generating demand. They are just doing so by phone instead of emails, landing pages, blogs, and other forms of contact. Marketing owns demand generation. Teleprospecting is one really important tool in the demand generation toolkit. You wouldn’t take paid search or email marketing from the toolkit, would you? Giving marketing demand generation more clearly divides sales and marketing responsibilities at each stage of the buying cycle. The bigger the company, the more important it is to delineate responsibility. This divisions by stage of the buying cycle will reduce duplication of effort.

4. Integrating teleprospecting into other forms of outbound marketing can improve its efficiency. Integrated marketing works for a reason. So does integrated lead nurturing. You need one group to design and orchestrate messaging, timing, frequency, and method of contact, and then set up experiments to optimize the contact, messaging and information-exchange strategy. This lead-optimization experimentation must become de rigueur for marketing. That will be challenging if you take the most important tool – teleprospecting – out of the marketing toolkit.

Read more…

B2B Telemarketing, Cold Calling, Human Touch, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Leadership, Marketing Strategy, Sales, Sales Leads

What if someone asked you what your last words would be?

In essence, that’s what Daniel Burstein, Director of Editorial Content for MECLABS, asked of me when he requested I publish my last blog post today. Of course, this isn’t my last post, but I like Daniel’s idea and am honored to join other top bloggers in sharing our most important message.

For me, that’s to embrace the power of trust and let it drive everything we do. You see, trust is the foundation of relationship, and relationship is what business is built upon. Without trust, there is no relationship and there is no business.

So how do you create that trust? Paradoxically, it’s never been easier or more challenging.

As we all know, social media has changed everything. It seemed like yesterday that marketers were able to micromanage every aspect of image and message disseminated to the marketplace. Now, our customers say who we are. So, of course, if what we’re saying about ourselves isn’t aligning with what’s actually happening, we’re going to be in trouble fast.

On the other hand, thanks to social media, it’s never, ever been easier to demonstrate why we are trustworthy and why we are worth doing business with.  And this can make all the difference in the world in creating opportunity. I know it has for me.

You may recall that the dot-com bubble burst not long before 2003, and like many other marketing organizations at the time, my teleprospecting and lead generation business was seriously struggling. We lost our three top clients and 40 percent of our revenues in a mere two months. I was contemplating how we were going to survive the crisis when I recalled clients repeatedly telling me, “We really value your services. But we value more than just that – your ideas have really helped improve our lead generation results.”

That’s when inspiration struck. I thought, “Why not teach our future clients what we learned and add value before they even start to look for services like ours?”

When you give people what they value, without expecting anything in return, you build trust. So, with that in mind, I started the B2B Lead Generation Blog in October of that year. It was free, it was easy. And it has resulted in opportunities that I would have never imagined in my wildest dreams – from publishing a bestseller to becoming part of an organization the caliber of MECLABS.

Looking back, it feels nothing less than miraculous. Such is the power of trust. And that power begins with trusting yourself enough to embrace your own inspiration and take that first step. You never know where it may lead.

Human Touch, Leadership, Thought Leadership, Weblogs

Have you had some great marketing successes this year? Then you’ll want to let my colleagues at MarketingSherpa know. They’re compiling their ninth annual MarketingSherpa 2011 Wisdom Report. It shares the best thoughts, ideas, anecdotes and takeaways from marketers in 2010. 

In fact, even if you’ve had disappointments, and are willing to share, they’d like to hear from you as well. After all, failure is often the best teacher.

Tell us, what are some of the best lessons you learned this year?   

Great marketers are always working so diligently to put everything and everyone else in the spotlight. That effort deserves attention. That’s why I strongly encourage you to take advantage of this opportunity to attain some very positive publicity. 

Share your wisdom here, but you’ve got to do it soon because the deadline’s December 21.

B2B Telemarketing, CRM, Cold Calling, Current Affairs, Direct Marketing, Email Marketing, Event Marketing, Human Touch, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Lead Scoring, Leadership, Marketing Strategy, Public Relations (PR), ROI Measurement, Referral Marketing, Sales, Sales Leads, Social Media, Thought Leadership, Trigger Events, Web/Tech, Webcasts/Webinars, Weblogs, Word-of-Mouth

Be honest. How does Sales perceive the leads Marketing produces?

1. They love them – couldn’t be happier!
2. They complain about lead quality.
3. They complain about lead volume.
4. The say leads, what leads? Marketing gives us leads?

If you chose answer number #1, the first thing I would say is, “Well done.” The second thing I would say is, “When is the last time you’ve talked with your sales team?” 

The lack of synergy between Sales and Marketing on lead generation is so common as to risk cliché. To help sales and marketing teams address this issue, on September 15th in San Jose, CA I’ll be presenting “Playbook for Marketing and Sales Alignment: How to Collaborate to Optimize Lead Generation Programs” at Frost & Sullivan’s GIL (Growth, Innovation, Leadership) 2010: Silicon Valley.

Frost & Sullivan refers to GIL as “The Global Community of Growth, Innovation and Leadership.” I’m looking forward to attending to share new ideas about BtoB marketing with CMOs and VPs and Directors of Marketing.

So if you chose answer #2, #3 or #4 to the above question, I’d love to see you in San Jose to hear about your challenges and help you learn how to address this proverbial “black hole” between your company’s sales and marketing efforts. You’ll learn from you peers during this session. 

Related post:

Lead Generation Checklist – Part 2: Sales and Marketing – One Team

Lead Generation, Lead Management, Leadership, Marketing Strategy, Sales, Thought Leadership